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Pricing Consultant RFP: Wrong Questions, Right Approach
Standard RFP criteria select the wrong pricing consultants — experience portfolios and cost comparisons optimize for...
Continuous Monetization: The B2B Software Pricing Discipline | SPP
Continuous Monetization treats pricing as product development: every decision a hypothesis vetted against real transactions. One-shot...
GitHub Copilot Joins Atlassian and HubSpot in Repricing AI: Three Vendors, Three Different Metric Bets, One Structural Cause
GitHub Copilot moves to usage-based AI Credits on June 1. Third AI vendor in 30 days...
Outcome-Based vs Consumption-Based AI Pricing | SPP
Atlassian moved Rovo to credits. HubSpot moved Breeze to per-resolution. The trade press lumped them. They...
AI Monetization Strategy vs AI Tool Adoption | SPP
AI tool adoption surveys answer one question; AI monetization strategy answers another. Why credit-based pricing is...
The Professional Services AI Pricing Problem Is a Value Metric Problem
The services pricing problem isn’t a need for more pricing models. It is a value-metric problem....
Managing Risk in Software Pricing | SPP
Pricing is the highest-reward, highest-risk lever in B2B software. Define, Deploy, Defend; the failure modes at...
Pricing Model vs Value Metric: Why the Industry Keeps Misreading the Actual Lever
Pricing models are wrappers. Value metrics are cargo. Companies that pick the model first ship pricing...
PLG Pricing: Why Product-Led Growth Is Not a Monetization Strategy
Product-led growth companies often confuse adoption with monetization. The trifecta — licensing, packaging, and pricing —...
Price Perception B2B: Why Software Pricing Psychology Fails
Price perception B2B operates through structural mechanisms, not psychological tactics borrowed from consumer retail.