In this episode, Tracy sits down with Scott Leick, SVP of Finance & Analytics at RhythmScience, and Patrick McCullough, Partner at Holden Advisors, to discuss pricing, analytics, negotiations, and new product launches. 

We discuss:

• ​How to use analytics to replace gut instinct in pricing decisions
• ​Lessons from the drug-eluting stent “race to the bottom” on price
• ​How to price new tech when the market is uncertain
• ​The impact of private equity ownership on purchasing power
• ​How to align commercial teams when sellers are under pressure to deliver

About Scott

Scott Leick is the SVP of Finance and Marketing at RhythmScience. He has almost 25 years of experience in pricing at companies from the Fortune 50 to Series A SaaS startups, including executive roles at Medtronic, C.H. Robinson, and Acutus Medical. 

Learn more about RhythmScience: https://www.rhythm360.io

Learn more about Holden Advisors: https://www.holdenadvisors.com

Connect with Scott: https://www.linkedin.com/in/scottwleick/

Connect with Patrick: https://www.linkedin.com/in/pmccullough-holdenadvisors/

Connect with Tracy: https://www.linkedin.com/in/tracyleighdent/

CHAPTERS

00:00 Introductions

04:01 How data builds sales confidence in B2B

17:26 Lessons from price wars

27:55 How to price new tech without undervaluing innovation

35:16 Pricing discipline when sales pushes for volume

37:36 How PE ownership is reshaping purchasing power

51:10 Advice for navigating pricing pressure and defending value