Money on the Table: Software Monetisation

Tjitte Joosten

Conversations with founders, executives, and investors to uncover the secrets to successful software pricing and packaging. https://moneyonthetable.substack.com/

Episodes

  1. The Evolution of Software Pricing and Its Infrastructure | Alvaro Morales (Co-Founder & CEO at Orb)

    16/09/2025

    The Evolution of Software Pricing and Its Infrastructure | Alvaro Morales (Co-Founder & CEO at Orb)

    Alvaro Morales is the Co-Founder and CEO of Orb, the flexible billing engine for modern companies. When Alvaro was still working at Asana, he was confronted with the world of software pricing and just how customer-centric this topic is. He quickly realised the necessity for a more flexible engine to run today's pricing and packaging operations. That's when he decided to found Orb in 2021 together with Kshitij Grover to help companies become more agile. With the rapid changes in pricing today, Alvaro's timing couldn't have been any better. What you'll learn: How pricing has evolved of the last few years.That pricing is no longer set-and-forget.The requirements of today's billing engine.Where the future of pricing might lead to.How Orb is advancing the industry. Where to find the guest: Alvaro Morales: https://www.linkedin.com/in/alvaro-morales/ Orb: https://www.withorb.com/ Where to find Tjitte and Money on the Table: LinkedIn: ⁠⁠⁠https://www.linkedin.com/in/tjittejoosten/⁠⁠⁠ Substack: ⁠⁠⁠https://moneyonthetable.substack.com/⁠⁠⁠ Company: ⁠⁠⁠https://revfixr.com/⁠⁠⁠ Inquiries: tj@revfixr.com

    53 min
  2. The Silent ARR Killer & Outcome-based Pricing | Tzachi Davidovich (Co-Founder FlyCode)

    12/08/2025

    The Silent ARR Killer & Outcome-based Pricing | Tzachi Davidovich (Co-Founder FlyCode)

    Tzachi Davidovich is the Co-Founder of FlyCode and a seasoned FinTech entrepreneur. His company helps SaaS and AI companies prevent churn from broken payment flows. As if that's wasn't enough motivation to sit down with him, they've also adopted outcome-based pricing. What you'll learn: How failed payments are eating at your ARRThe importance of payment optimisationHow outcome-based pricing impacts your sales processThe challenges of outcome-based pricingThe benefits of outcome-based pricing Where to find the guest: Tzachi Davidovich: https://www.linkedin.com/in/tzachidaviovich/ FlyCode: https://www.flycode.com/ Where to find Tjitte and Money on the Table: LinkedIn: ⁠⁠https://www.linkedin.com/in/tjittejoosten/⁠⁠ Substack: ⁠⁠https://moneyonthetable.substack.com/⁠⁠ Company: ⁠⁠https://revfixr.com/⁠⁠ Inquiries: tj@revfixr.com

    51 min
  3. How Intercom Successfully Implemented Outcome-based Pricing | Darragh Curran (CTO at Intercom)

    30/06/2025

    How Intercom Successfully Implemented Outcome-based Pricing | Darragh Curran (CTO at Intercom)

    Darragh Curran is the CTO at Intercom. Among many other things, he's been responsible for the successful shift away from seat-based and more towards outcome-based monetisation. What you'll learn: How Intercom's pricing evolved over the yearsWhy sometimes the CTO is the best owner of pricingWhen outcome-based makes senseHow outcome-based pricing and AI can start a flywheel Where to find the guest: Darragh Curran: https://www.linkedin.com/in/darraghcurran/ Intercom: https://www.intercom.com/ Fin: https://fin.ai/ Where to find Tjitte and Money on the Table: LinkedIn: https://www.linkedin.com/in/tjittejoosten/ Substack: https://moneyonthetable.substack.com/ Company: https://revfixr.com/ Inquiries: tj@revfixr.com

    41 min
  • 3 Episodes

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Conversations with founders, executives, and investors to uncover the secrets to successful software pricing and packaging. https://moneyonthetable.substack.com/

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