one of the most challenging parts of enterprise deals is how to give / get when customers inevitably ask for discounts i've had the luxury of learning from EXCELLENT negotiators in gtm at grafana for multi-million dollar deals. i wrote about my learnings on structuring discounts here. would love any feedback!

For the past month, a handful of users have been beta testing PricingSaaS Pulse. The feedback has completely reshaped how I think about the Pulse product. When @John Kotowski and I started PricingSaaS, the goal was to make pricing expertise accessible to the average product team. We'd both witnessed our own versions of pricing paralysis. As a consultant, I watched clients struggle to drive consensus. As a Chief Product Officer, John lived the pain firsthand. Often, when teams are staring down a new launch, they freeze. Not because the team isn't smart. Because there are just so many options, and its hard to cut through the noise and figure out what makes the most sense. Pulse is solving that. The clearest pattern from beta: Pulse works as a pricing intelligence layer that plugs in alongside a team's own internal context. The combination of internal context, and our structured market data is the unlock. On one side: Their documentation, their data, their customer transcripts. On the other: A clean, objective view of what companies are actually doing. The most interesting thing we're seeing: a handful of beta users have started using Pulse to build their own pricing agents. The recommendations those agents are producing are sharp. Specific. Grounded in what's actually shipping. It's the closest thing to a real pricing copilot I've seen. We soft launched last week. If you're a SaaS operator or pricing consultant and you want to take it for a spin, comment here or shoot me a DM and I'll get you squared away.

we wall want to be involved in the ideation stage of a product. where it's in alpha or beta and we have plenty of time and people to survey, research and model pricing. where pricing folks earn their check is when we have to price something in a crunch. all the pressure without any time / space to think wrote about how i approach in these situations: https://f13i.com/willingness-to-pay curious what you all do in crunch time

In an AMA I did a couple weeks ago, I was asked if pricing pages mattered - or how they mattered relative to AI features/capabilities/agents etc. While the full write-up is at https://forstarters.substack.com, the key point is: - Self-serve is not the business model, it's a marketing campaign for "Contact Sales"

The pricing work coming across our desk is at a point where candidates to support are needed. Exciting opportunities like AI companies trying to figure out outcomes-based models, SaaS scale-ups rebuilding their packaging architecture, post-Series C companies that have outgrown their original pricing - the live conversations are good ones. I'm looking for a few senior independents to plug in. You'd work with me and the Northlane team (www.northlane.partners). Real pricing strategy, real client decisions, not staff-aug, you're still autonomous as a contractor. What I'm looking for: top-tier consulting background, with pricing or monetisation experience, preferably in software/tech, plus ideally operating experience e.g. at VC/PE value creation teams, product teams, pricing teams. If you're thinking about going or already are independent and want a way into better-fit projects and more consistency of deal flow, this is that. email me [email protected] with your resume and/or linkedin! #ProjectOpportunities #ProjectOpportunity