Hi all, I'm a technical product manager for Usage Cloud at DigitalRoute, based in Sweden. Been working with real-time prepaid credits and batch-based pricing, charging and billing since 2004 at scale - also deep knowledge of usage data mediation (the stuff that happens to get the messy real-life operational system events data in shape so it _can_ be priced). I have a fairly solid grasp of the entire quote-to-cash process. I co-host DigitalRoute's invite-only Usage Unlocked roundtable every month or so, where we discuss all things related to usage and pricing. I'm also a Wardley mapping nerd building the collaborative mapping SaaS https://mapaware.io (feel free to try it out), and I co-founded the Blockchain Sweden industry association. And overall tech nerd.

Howdy pricing people! Nailing PLG+SLG has never been easy — and AI is only adding fuel to the fire. Next week, we're hosting an office-hours session to get into the specifics. It’ll be led by Mark Walker and Tina Kung, the team behind Nue.io. Mark and Tina have spent the past two decades at the intersection of CRM + billing infrastructure across Salesforce, NetSuite, and Zuora, seeing firsthand where quoting, billing, and revenue workflows break when PLG and SLG collide. Now they’re applying that experience to building a unified system for pricing, quoting, billing, and revenue intelligence across both motions. 📅 Thu Feb 12 | 1–2pm EST Register here: https://luma.com/6ap20xga And drop your questions in the thread!

Hi guys We're shooting YouTube content Tuesday about all things SaaS Pricing. If you could choose, what topics / questions should I cover ? I like 10+ min long form stuff, so don't hold back on the complex, hairy stuff! (I'll link to the finished content here when we post it)

Hey guys, this is Sai. Living in Canada for a few years now. I've been building software products for small businesses for 8 years before i took a dig at building my own. My friends in the US were buying million $$$ homes without really knowing how their home interiors would look like. They were asked to imagine a $100k worth upgrades. The entrepreneur in me went ahead, found a co-founder & bought this high quality solution to the market. Early outreach has been gaining traction but everyone keeps asking how much does this cost? I've learnt enough about pricing that its not about what it costs me, but its about the value of this in the hands of my end customer. My end customers in Real Estate biz are rolling around a lot of money. What i know : My solution helps them generate buyer attention & mesmerize them into buying. Win sales & generate leads in simple terms. What i dont know : How much do i price this?

Howdy pricing people! Last week's Office Hours was a blast. Huge thanks to the folks that attended and asked such thoughtful questions. For those who couldn't make it, I wanted to share the top 5 takeaways that resonated most: 1️⃣ Enterprise Accounts Are Systematically Underpriced Your largest accounts are often your most mispriced, and not by accident. Ulrik identifies three structural reasons: - They were won when your product was less mature, forcing bigger concessions - They had the most sophisticated procurement you'd faced at that point - You have the fewest "at bats" with enterprise deals, so you're essentially flying blind The implication: don't assume your biggest customer represents your pricing ceiling. They likely represent your biggest historical discount. 2️⃣ You should Build "Enterprise-Only" SKUs You'll Rarely Use Standard pricing is designed for 98% of customers but may only capture 50% of total value. For the top 20 accounts, Ulrik recommends creating specialized monetization tools: - Commercial SLAs (custom billing, multi-entity invoicing, contract flexibility) - Enterprise service tiers with dedicated support - Usage limits on legal entities or deployments These can shift the revenue mix so that your core metric (price per seat, API call, etc.) becomes only 30% of the deal—with the other 70% coming from enterprise-specific add-ons. 3️⃣ Validate Price Increases Through New Sales First When testing a 10x price increase for enterprise, don't start with your existing flagship accounts—your team will fold if they push back. Instead: 1. Test new pricing on prospects in your pipeline (it's emotionally easier to lose money you never had) 2. Close a few new accounts at the higher price point 3. Then approach smaller existing customers and roll them up 4. Finally, go to your largest account armed with proof: "Four accounts smaller than you are paying twice as much" 4️⃣ Horizontal Products Must Accept Value Leakage, Or Go Vertical