OC TALK RADIO

https://www.podbean.com/media/share/pb-62eqa-14fc285

Welcome to Street Pricing, the only show where proven SaaS (Software as a Service) leaders share their mindset and mistakes in pricing so we can all stop guessing and start growing. Street Pricing is hosted by Pricing I/O CEO and Pricing Coach, Marcos Rivera, sought after slayer of bad pricing. With 20 years of pricing expertise, he has helped price over 200 SaaS products and coached over 100 SaaS CEOs and counting. From the streets of the Bronx to CEO, Marcos wants to take the guessing out of pricing.  

Today’s guest is Hamzah Hafesji who is Group Product Manager at Advanced.

Hamzah talks about a talent management product that was started in 2017. (3:23) The challenge he faced was going from a start-up strategy to scaling up and having the right pricing for the packages. They needed to look at the pricing and packaging and they did mystery shop exercises on the competition. (6:26) Using all the information they collected they went to a “Good, Better, Best” model.

Hamzah tells Marcos how they went and did their mystery shopping exercise. (12:27) They used an employee who had given his notice to leave the company. That person went and inquired about pricing, packages, and other companies’ different strategies. They had a lot of data.

They wanted to position themselves as the premier product. (14:41) Hamzah talks about his biggest challenge, which was talking with the sales team about the new pricing. Hamzah felt that with any change initiative, the go-to-market execution is super important. His one takeaway from this is “selling value is not just the price point, you’ve got to think about the entire piece of your value change.” (18:09)

Advanced published their pricing and completely focused on value articulation. (18:55) Hamzah discusses many teams in the company were nervous about publishing their pricing but was a great success.

Hamzah talks about his hopes for the future at Advanced, specifically product-led growth. (22:10)

Marcos and Hamzah close out the show by discussing Hamzah’s favorite song growing up “Can I Kick It?” by A Tribe Called Quest.

Follow Marcos on LinkedIn

Get your copy Street Pricing: A Pricing Playlist for Hip Leaders in B2B SaaS here

Want a consultation? Email Pricing I/O at info@pricingio.com

https://www.podbean.com/media/share/pb-dy3nx-14fc1cf

Welcome to Street Pricing, the only show where proven SaaS (Software as a Service) leaders share their mindset and mistakes in pricing so we can all stop guessing and start growing. Street Pricing is hosted by Pricing I/O CEO and Pricing Coach, Marcos Rivera, sought after slayer of bad pricing. With 20 years of pricing expertise, he has helped price over 200 SaaS products and coached over 100 SaaS CEOs and counting. From the streets of the Bronx to CEO, Marcos wants to take the guessing out of pricing.  

Today’s guest is Alyssa Higgins, who has been with CipherHealth for almost 10 years and currently works as their Vice President of Operations and Enablement.

Alyssa discusses how pricing at CipherHealth pre-COVID was very US-centric and how they realized things needed to change. (2:47) They wanted to make pricing more flexible to be able to help better serve their customers. The pricing didn’t align with who they wanted to be as a company and wanted to move to a more customer-centric pricing. They noticed there were issues when it took more than two weeks to price a deal. (5:51)

They were offering many types of packages and features, which was making the pricing take a while. (7:35) Alyssa tells Marcos about how they needed to simplify the process and talk to the customers to better understand how to serve them better. Alyssa led the project and partnered with Marcos’ team to change the pricing and went from a program-based model to a usage-based model. (12:05) A pricing committee was started at CipherHealth to keep moving and pricing the right model. (18:44) Marcos and Alyssa talk about how important it is to keep the pricing committee consistent in order to continue the success. (20:55)

Alyssa talks about the hopes for the future of pricing and packaging at CipherHealth and continuing to evolve and incorporate AI. (24:19)

Marcos and Alyssa close out the show by discussing Alyssa’s favorite 90s Hip-Hop song “Mathematics” By Mos Def.

Follow Marcos on LinkedIn

Get your copy Street Pricing: A Pricing Playlist for Hip Leaders in B2B SaaS here

Want a consultation? Email Pricing I/O at info@pricingio.com