Howdy pricing people! After a short break for paternity leave (we welcomed a baby boy!) we're back with a new Office Hours session. This is going to be a good one -- I'll be joined by @Arnon Shimoni (Solvimon) and @Ulrik Lehrskov-Schmidt (Willingness to Pay) on something I get asked about constantly: how to iterate on pricing faster. What's fun about this pairing is they cover both sides: - Ulrik takes the strategy side — how to read willingness to pay and decide what to change. - Arnon takes the execution side — how to actually ship pricing and billing changes in minutes instead of getting stuck for months. A few things we're going to dig into: - How do you move fast on pricing without breaking things downstream? - The build-vs-buy trap — why teams try to roll their own billing and underestimate what they're signing up for. - How the fastest-moving companies are pricing AI products right now. This is Q&A-first, so bring your questions — we'll work through as many as we can live. Details below: Wednesday, August 12th @ 11am EST Register here 👉 https://luma.com/8f0n6xrx Hope to see you there! Rob

Hey folks! Our partners at Schematic are hosting a live credits workshop in San Francisco on Tuesday, September 8th. I've worked closely with this crew, and know it will be an awesome event. Details and registration info below 🫡 Description: ​This workshop is for PMs and engineers building credits and metering. It will be especially useful if you’re shifting from seats or any existing pricing model. ​In this working session, we’ll help you think through your credits model, how to handle top-ups and enforcement, and how to migrate existing users to the new pricing. ​By the end of the evening, you’ll have a live version of your pricing model in Schematic that you can implement in your product to support usage-based billing. ​Whether you’re just starting to think about credits or already deep in a migration, you’ll leave with something useful. ​Bring your laptop! Food and drinks will be provided. Register here: https://luma.com/29otrk4k

Howdy pricing people! Huge thanks to everyone who joined our latest Office Hours, and a big thank you to @Ulrik Lehrskov-Schmidt of Willingness to Pay for answering 30+ of your questions on one of the messiest topics in pricing right now: what to charge for when the thing using your product might be a machine. The whole session basically resolved to one distinction — are you pricing the door, or the work that goes through it? Breaking down my 5 top takeaways below for those who couldn't make it: 1️⃣ Don't price the door. Price what gets carried through it. Your API, your own interface, and an MCP endpoint are all just doors into your product. The mistake Ulrik sees teams about to make is pricing the door — charging for the privilege of connecting, as if the connector were the product. It isn't. The value is whatever the customer carries out through it, and that's the thing you meter. The practical upshot: don't build a separate price list per channel, or you'll re-run this entire exercise the day you ship the next door. Pick one underlying value metric and let every channel — interface, API, MCP — debit the same thing. As Ulrik put it, meter the water, not the tap. 2️⃣ Decide whether you're selling an input or an outcome. This is the fork everything else hangs on. An input is a token, a call, raw access — you price it like a utility, thin and on volume, like electricity. An outcome is a job the customer actually wanted done — and you price that on its value. The cleanest example he gave: Intercom charging for a resolved support ticket rather than a message, at a fraction of what a human resolution costs. The customer knows exactly what they got and exactly what it was worth. Tokens are where you start, not where you finish — and if you contract your price to the compute bill, every future cost saving belongs to your customer instead of you. 3️⃣ Wrap it in a unit the buyer can actually budget. Nobody budgets tokens. Raw MCP calls are a dense, technical metric your buyer can't forecast and your salesperson can't explain, which turns every renewal into a physics lecture. Put credits (or whole workflows) between your raw usage and the invoice, keep the dollar-to-credit ratio simple enough to do in your head, and carry the per-call complexity in the terms where it belongs. And if you already run credits for in-platform AI — don't build a second economy for MCP. One wallet, one unit, debited wherever the work happens. If an agent costs more to serve for the same job, put that in the credit weight of the action, not a separate subscription the customer has to reason about.

Howdy pricing people! Next week, I'm teaming up with Pat Doran, Managing Director of Pricing at SBI, for a Live Growth Forum on the State of SaaS Pricing in 2026. Here's why I'm fired up about this one: Pat's team just surveyed 350+ operators and execs who actually own pricing strategy. I'm bringing the real-time, company-level data from PricingSaaS across 3,000+ companies. So you get the survey side and the behavioral side stitched together — the clearest read on what's actually working in monetization right now. A few things we're going to dig into: - Why companies that bury AI infrastructure costs into flat pricing miss revenue targets at twice the rate of those who don't. - Why dedicated pricing ownership is beating the old pricing-committee model. - Why seats still matter to most pricing models — and keep outperforming the flashier usage and outcome-based alternatives. We'll also get into what good agentic and MCP pricing looks like as the seat-to-value paradigm shifts, grounded in real case studies of who's executing well and what they're doing differently. Details below: Tuesday, June 17th @ 12pm EDT Register here 👉 https://events.sbigrowth.com/thestateofsaaspricing-2026 Hope to see you there! Rob

For all the pricing leaders out there, Procore is hiring a Senior Director of Pricing and Monetization, who will report to the VP of Corporate Strategy. If you’re interested, check out the link or shoot me a DM and I'll put you in touch!