What will be the SaaS Pricing Strategy 2026? In this episode, Joran sits down with Tjitte Joosten—known as T.J.—to discuss the evolving world of SaaS pricing and how founders can adapt to change without losing momentum. T.J. works full-time in pricing and packaging for SaaS and AI companies. Before that, he spent years in early-stage ventures, helping them find product-market fit and close major deals. Those experiences taught him how to win large accounts without over-discounting and how to leave room for long-term growth.

Through that process, T.J. discovered that pricing is not just about numbers but also about psychology and behavioral economics. The same solution can sell for $10,000 or $50,000 depending on the story told. After meeting his co-founder, who was already working in pricing, T.J. transitioned into it full-time—and it became his passion.

Their conversation explores how SaaS pricing is evolving, how to experiment with models safely, when to raise prices, how to communicate changes effectively, and how freemium models may evolve in the AI era.

Key Timecodes

(0:00) - B2B SaaS & AI Pricing Expert
(0:05) - TJ Joosten on Value Storytelling
(1:13) - Future of SaaS Pricing 2026
(1:28) - Why Hybrid Pricing Wins
(3:10) - The Pricing Switch Risk
(3:27) - Technical Debt of Pricing
(5:15) - How to Test New Pricing
(6:40) - Entitlement & Packaging
(7:13) - When to Raise Prices
(8:49) - Timing Strategy: Netflix Case
(10:04) - Communicating Price Changes
(11:10) - Freemium in the AI Era
(12:33) - The Cost of Free Users
(13:38) - From $0 to $10K MRR
(14:42) - Scaling to $10M ARR
(15:56) - The Founder’s Role in Pricing
(16:32) - Connect with TJ Joosten