Mostly Growth

Mostly Media
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Mostly Growth is a podcast from Mostly Media where go-to-market strategist Kyle Poyar and CFO CJ Gustafson break down how modern companies make money. Each episode focuses on pricing, monetization, and benchmarks—translated into clear tactics and playbooks you can actually use. Built for finance, product, and sales operators who want to think like owners and be the CEO of their role.

  1. Figma’s AI Credit Model and the New Economics of SaaS

    -4 H

    Figma’s AI Credit Model and the New Economics of SaaS

    In this episode of Mostly Growth, the number one podcast in product monetization, Kyle and CJ break down Figma’s new AI credit model and why investors sent the stock up 14%. They unpack hybrid seat + credit pricing, power-law usage, the fine print on overages, and what this means for SaaS monetization in the age of AI. Plus: Snapchat’s 25M paying subs and a cautionary overages tale. — SPONSORS: RightRev is an automated revenue recognition platform built for modern pricing models like usage-based pricing, bundles, and mid-cycle upgrades. RightRev lets companies scale monetization without slowing down close or compliance. For RevRec that keeps growth moving, visit https://www.rightrev.com Tropic is an intelligent spend management solution that consolidates your spend data and processes into one unified offering, enabling insights and decisive action. From spotting hidden optimization opportunities to automating painful procurement workflows and giving you the best market data to turn vendor negotiations in your favor, Tropic combines smart insights with real human expertise to keep you ahead of the curve. Visit https://www.tropicapp.io/mostlymetrics to learn how. HockeyStack is an AI platform for modern go-to-market teams that unifies sales, marketing, and customer data into a single system of action. With AI agents that prospect accounts, support reps, improve forecasting, and automate what’s already working, HockeyStack helps teams move faster without guessing. Trusted by companies like RingCentral, Outreach, ActiveCampaign, and Fortune 100 teams—learn more at https://www.hockeystack.com — LINKS:  Mostly Metrics: https://www.mostlymetrics.com CJ on LinkedIn: https://www.linkedin.com/in/cj-gustafson-13140948/ Growth Unhinged: https://www.growthunhinged.com/ Kyle on LinkedIn: https://www.linkedin.com/in/kyle-poyar/ Slacker Stuff: https://www.slackerstuff.com/ Ben on LinkedIn: https://www.linkedin.com/in/slackerstuff/ https://www.reuters.com/business/figma-jumps-ai-push-boosts-software-design-spending-2026-02-19/ https://help.figma.com/hc/en-us/articles/33459875669015-How-AI-credits-work https://www.saastr.com/salesforce-now-has-3-pricing-models-for-agentforce-and-maybe-right-now-thats-the-way-to-do-it/ https://www.growthunhinged.com/p/2025-state-of-saas-pricing-changes — RELATED EPISODES: SaaS Is Dead? The Market Thinks So. https://youtu.be/VMLuuaob1ZM — TIMESTAMPS: Podcast: 0:00 Wrong side of the bed 1:51 Investors reward monetization 4:36 Power users drive credits 5:10 Credit models surge in SaaS 7:25 Usage layered onto seats 9:08 Figma vs vibe coding 10:10 Sponsors — RightRev | Tropic | HockeyStack 13:51 What a credit costs 16:07 AI efficiency vs seat risk 19:17 Use-it-or-lose-it credits 20:53 Credit model fatigue 22:13 Salesforce’s AI pricing evolution 23:36 No single “best” pricing model 24:29 Late but polished AI rollout 25:42 Monetizing power users 27:05 Snapchat’s surprise subscription scale #MostlyGrowthPodcast #AIPricing #UsageBasedPricing #SaaSMonetization #ProductLedGrowth

    29 min.
  2. SaaS Is Dead? The Market Thinks So.

    -2 ZILE

    SaaS Is Dead? The Market Thinks So.

    In this episode of Mostly Growth, the number one podcast in product monetization, CJ Gustafson and Kyle Poyar tackle the “SaaS-pocalypse.” With median EV/NTM revenue multiples grinding to a 10-year low and stocks like Salesforce, Oracle, Figma, and Asana sharply off their peaks, they break down the real bear case: collapsing retention, AI replacing SaaS, and startups outflanking incumbents. Then they explain why renewal rates, Rule of 40 profiles, and first-party data suggest SaaS isn’t dead—just repriced. SPONSORS: HockeyStack is an AI platform for modern go-to-market teams that unifies sales, marketing, and customer data into a single system of action. With AI agents that prospect accounts, support reps, improve forecasting, and automate what’s already working, HockeyStack helps teams move faster without guessing. Trusted by companies like RingCentral, Outreach, ActiveCampaign, and Fortune 100 teams—learn more at https://www.hockeystack.com RightRev is an automated revenue recognition platform built for modern pricing models like usage-based pricing, bundles, and mid-cycle upgrades. RightRev lets companies scale monetization without slowing down close or compliance. For RevRec that keeps growth moving, visit https://www.rightrev.com Tropic is an intelligent spend management solution that consolidates your spend data and processes into one unified offering, enabling insights and decisive action. From spotting hidden optimization opportunities to automating painful procurement workflows and giving you the best market data to turn vendor negotiations in your favor, Tropic combines smart insights with real human expertise to keep you ahead of the curve. Visit https://www.tropicapp.io/mostlymetrics to learn how. — LINKS:  Mostly Metrics: https://www.mostlymetrics.com CJ on LinkedIn: https://www.linkedin.com/in/cj-gustafson-13140948/ Growth Unhinged: https://www.growthunhinged.com/ Kyle on LinkedIn: https://www.linkedin.com/in/kyle-poyar/ Slacker Stuff: https://www.slackerstuff.com/ Ben on LinkedIn: https://www.linkedin.com/in/slackerstuff/ https://www.mostlymetrics.com/p/the-era-of-capital-intensive-ipos-and-the-14b-ipo-you-probably-forgot-about — RELATED EPISODES: Pricing Strategy Guide: 7 Pricing Models Every Operator Should Know https://youtu.be/5nxETc2IhrA — TIMESTAMPS: 00:00 Snowstorm Banter And Shovel Debate 01:47 Is SaaS Dead? 03:27 Zombie Or Thriving 05:15 AI Threat To Project Tools 06:48 Flexible Use Cases As Moat 07:11 DocuSign Debate 08:09 Contract Data As Strategic Asset 08:32 AI Update Spooks Security Stocks 09:06 Sponsors — HockeyStack | RightRev | Tropic 12:47 Market Panic Or Rational? 13:17 SaaS Multiples Hit 3x 15:27 From Revenue To EBITDA Multiples 17:37 DCF And Terminal Value Risk 19:43 Biggest SaaS Selloffs 20:28 Figma Down 80% 21:00 PLG Tools Hit Hardest 21:46 Seat Based Pricing Risk 23:12 Bear Case 3 Assumptions 25:16 AI Still SaaS Delivery 27:32 Incumbents Win With Data 29:48 Adoption Beats Vibe Coding 30:25 Reinventing SaaS In The AI Era 31:09 Build Vs Buy Accountability 32:06 Centralized Data Vs SaaS Stack 33:20 SaaS Sprawl And DIY Chaos 35:24 Vibe Coding Vs Enterprise Compliance 35:42 Cluely Interview Meltdown 37:35 Inside The AI Startup Chaos #MostlyGrowthPodcast #SaaS #AIinBusiness #ProductLedGrowth #TechStrategy

    38 min.
  3. Why GTM AI Isn’t Working (Yet)

    20 FEB.

    Why GTM AI Isn’t Working (Yet)

    In this episode of Mostly Growth, the number one podcast in product monetization, Kyle Poyar sits down with Emir Atli, co-founder & CRO of HockeyStack, to unpack what 90% of GTM teams get wrong about AI. They explore why most AI efforts stall, how broken data infrastructure kills results, and how agent-first workflows, sales blueprints, and AI-driven forecasting helped HockeyStack accelerate cycles, lift win rates, and drive 3x growth. — SPONSORS: Tropic is an intelligent spend management solution that consolidates your spend data and processes into one unified offering, enabling insights and decisive action. From spotting hidden optimization opportunities to automating painful procurement workflows and giving you the best market data to turn vendor negotiations in your favor, Tropic combines smart insights with real human expertise to keep you ahead of the curve. Visit https://www.tropicapp.io/mostlymetrics to learn how. HockeyStack is an AI platform for modern go-to-market teams that unifies sales, marketing, and customer data into a single system of action. With AI agents that prospect accounts, support reps, improve forecasting, and automate what’s already working, HockeyStack helps teams move faster without guessing. Trusted by companies like RingCentral, Outreach, ActiveCampaign, and Fortune 100 teams—learn more at https://www.hockeystack.com RightRev is an automated revenue recognition platform built for modern pricing models like usage-based pricing, bundles, and mid-cycle upgrades. RightRev lets companies scale monetization without slowing down close or compliance. For RevRec that keeps growth moving, visit https://www.rightrev.com — LINKS:  HockeyStack: https://www.hockeystack.com/ Emir on LinkedIn: https://www.linkedin.com/in/emircatli/ Mostly Metrics: https://www.mostlymetrics.com CJ on LinkedIn: https://www.linkedin.com/in/cj-gustafson-13140948/ Growth Unhinged: https://www.growthunhinged.com/ Kyle on LinkedIn: https://www.linkedin.com/in/kyle-poyar/ Slacker Stuff: https://www.slackerstuff.com/ Ben on LinkedIn: https://www.linkedin.com/in/slackerstuff/ — RELATED EPISODES: ChatGPT’s $44 Billion Ad Play https://youtu.be/PcZoKVdaGm0 — TIMESTAMPS: 00:00 AI Pressure On GTM Teams 01:28 Broken GTM Infrastructure 03:15 Agents Over Prompting 04:42 Measuring Agent ROI 06:11 Reverse Engineering Top Performers 08:21 Scaling Spam vs Pipeline Execution 10:02 Sponsor — Tropic | HockeyStack | RightRev 13:42 Sales Experience Drives Wins 15:11 Executive Alignment Wins Enterprise Deals 17:07 Building The Sales Blueprint 19:08 Shorter Cycles And Higher Win Rates 20:01 Replacing Opinion Based Forecasting 23:21 AI Marketing Analyst Insights 25:39 Balancing Human Judgment With AI 27:48 Business Blunder Tariff On Swag 29:04 LinkedIn Algorithm Frustration 31:12 Tool Of The Week Granola 31:56 Switching From ChatGPT To Claude 32:54 Credits #MostlyGrowthPodcast #AIAgents #B2BSales #GTMStrategy #RevenueOperations

    33 min.
  4. ChatGPT’s $44 Billion Ad Play

    18 FEB.

    ChatGPT’s $44 Billion Ad Play

    In this episode of Mostly Growth, the number one podcast in product monetization, CJ and Kyle break down OpenAI’s move to introduce ads in ChatGPT and what it means for AI monetization. They contrast Anthropic’s anti-ad positioning with ChatGPT’s scale advantage, unpack the $60 CPM pricing model, and debate whether conversational ads can justify premium ROI. From market size math to competitive threats from Google and Meta, it’s a deep dive on ads, optionality, and the future economics of AI. — SPONSORS: RightRev is an automated revenue recognition platform built for modern pricing models like usage-based pricing, bundles, and mid-cycle upgrades. RightRev lets companies scale monetization without slowing down close or compliance. For RevRec that keeps growth moving, visit https://www.rightrev.com Tropic is an intelligent spend management solution that consolidates your spend data and processes into one unified offering, enabling insights and decisive action. From spotting hidden optimization opportunities to automating painful procurement workflows and giving you the best market data to turn vendor negotiations in your favor, Tropic combines smart insights with real human expertise to keep you ahead of the curve. Visit https://www.tropicapp.io/mostlymetrics to learn how. HockeyStack is an AI platform for modern go-to-market teams that unifies sales, marketing, and customer data into a single system of action. With AI agents that prospect accounts, support reps, improve forecasting, and automate what’s already working, HockeyStack helps teams move faster without guessing. Trusted by companies like RingCentral, Outreach, ActiveCampaign, and Fortune 100 teams—learn more at https://www.hockeystack.com — LINKS:  Mostly Metrics: https://www.mostlymetrics.com CJ on LinkedIn: https://www.linkedin.com/in/cj-gustafson-13140948/ Growth Unhinged: https://www.growthunhinged.com/ Kyle on LinkedIn: https://www.linkedin.com/in/kyle-poyar/ Slacker Stuff: https://www.slackerstuff.com/ Ben on LinkedIn: https://www.linkedin.com/in/slackerstuff/ — RELATED EPISODES: The Economics of Free: When Zero Breaks the Pricing Curve https://youtu.be/P2_ufRTQnl8 — TIMESTAMPS: 00:00 Super Bowl AI Ads 04:12 Intro 04:35 ChatGPT Ad Revenue Potential 06:24 CPM vs CPC 10:04 Sponsor — RightRev | Tropic | HockeyStack 13:55 Where ChatGPT Sits in the Funnel 16:26 Early Ad Partners & ROI Proof 18:04 Payments & Marketplace Opportunity 19:06 What ChatGPT Ads Might Look Like 22:27 Metadata vs Search Intent 23:10 Testing What ChatGPT Knows 24:17 How ChatGPT Ads Will Appear 28:36 Bear Case: UX Degradation 31:28 Monetization Limits & 20% Query Reality 32:07 Sensitivity of Monetization Rate 33:13 Business Blunders 36:03 AI Double Standard in Audits #MostlyGrowthPodcast #AdMonetization #ChatGPT #GrowthStrategy #ProductMonetization

    37 min.
  5. The Top Metrics for Vertical SaaS Companies

    13 FEB.

    The Top Metrics for Vertical SaaS Companies

    On this episode of Mostly Growth, the number one podcast in product monetization, Kyle and CJ dive into vertical SaaS and the “riches in niches” playbook. From Skimmer to Rock Auto to Epicor, they unpack why obscure software companies win, the TAM trap, product attach rate, month-one churn, and gross profit per location. Plus: front vs back office, marketplaces, competitive moats, and whether vertical AI is the next wave. — SPONSORS: HockeyStack is an AI platform for modern go-to-market teams that unifies sales, marketing, and customer data into a single system of action. With AI agents that prospect accounts, support reps, improve forecasting, and automate what’s already working, HockeyStack helps teams move faster without guessing. Trusted by companies like RingCentral, Outreach, ActiveCampaign, and Fortune 100 teams—learn more at https://www.hockeystack.com RightRev is an automated revenue recognition platform built for modern pricing models like usage-based pricing, bundles, and mid-cycle upgrades. RightRev lets companies scale monetization without slowing down close or compliance. For RevRec that keeps growth moving, visit https://www.rightrev.com Tropic is an intelligent spend management solution that consolidates your spend data and processes into one unified offering, enabling insights and decisive action. From spotting hidden optimization opportunities to automating painful procurement workflows and giving you the best market data to turn vendor negotiations in your favor, Tropic combines smart insights with real human expertise to keep you ahead of the curve. Visit https://www.tropicapp.io/mostlymetrics to learn how. — LINKS:  Mostly Metrics: https://www.mostlymetrics.com CJ on LinkedIn: https://www.linkedin.com/in/cj-gustafson-13140948/ Growth Unhinged: https://www.growthunhinged.com/ Kyle on LinkedIn: https://www.linkedin.com/in/kyle-poyar/ Slacker Stuff: https://www.slackerstuff.com/ Ben on LinkedIn: https://www.linkedin.com/in/slackerstuff/ https://www.rockauto.com/ https://www.mostlymetrics.com/p/the-top-metrics-for-vertical-saas-76a https://www.mostlymetrics.com/p/owning-the-control-point — RELATED EPISODES: The Layer-Cake Playbook for Vertical SaaS Growth | with Roland Ligtenberg https://youtu.be/yPxWvhPISKo Scaling to $1B+ Revenue: From ServiceNow to Samsara | Dominic Phillips https://youtu.be/vBY6WZBMljw Why AI Hasn’t Hit Main Street Yet, According to Mangomint’s CEO https://youtu.be/2D-eEPkDnPk — TIMESTAMPS: 00:00:00 Vertical SaaS Riches in Niches 00:01:10 Skimmer & Hyper-Specific Operating Systems 00:02:27 The Layered Niche Opportunity 00:04:23 Intro 00:04:47 Defining Vertical vs. Horizontal Software 00:06:10 The TAM Trap & Multi-Product Strategy 00:07:45 Why Vertical Retention Is So High 00:08:33 Investing in Vertical SaaS Post–Product Market Fit 00:10:28 Word of Mouth, Low CAC & 95% Retention 00:10:27 Sponsors — HockeyStack | RightRev | Tropic 00:14:08 PartsTech: Zero Marketing Spend & Vertical Efficiency 00:15:02 Partnerships & Ecosystem-Driven Growth 00:16:12 Arbitrage Opportunities in Vertical SaaS 00:17:03 Vertical SaaS Business Models: Front, Back & Marketplace 00:17:47 Why System of Record Wins 00:19:27 Tech Refresh Cycles & Generational Shift 00:21:10 Building the Next Vertical SaaS: What Investors Want 00:22:03 Product Attach Rate vs. Monetizable SKU Expansion 00:23:00 Month-One Churn as the Retention North Star 00:25:32 Implementation During Trial to Lock in Adoption 00:26:14 Tracking “TAM Burn” and the Retention Waterfall 00:28:47 Gross Profit per Location as a True North Metric 00:30:02 Vertical SaaS Is Crowded—Vertical AI Is Next 00:31:30 Salesforce Army Deal Stock Drop 00:32:49 Anthropic’s Super Bowl Ad Strategy 00:35:33 Credits #MostlyGrowthPodcast #VerticalSaaS #SaaSMetrics #GoToMarket #VerticalAI

    36 min.
  6. Tactical guide to start & grow a B2B newsletter

    11 FEB.

    Tactical guide to start & grow a B2B newsletter

    In this episode of Mostly Growth, Kyle Poyar and CJ Gustafson break down how newsletters went from career risk to career leverage. Drawing on their own stories, they walk through a tactical, no-fluff guide to starting and growing a newsletter—from naming, domains, and branding to writing, consistency, and AI use. — SPONSORS: Tropic is an intelligent spend management solution that consolidates your spend data and processes into one unified offering, enabling insights and decisive action. From spotting hidden optimization opportunities to automating painful procurement workflows and giving you the best market data to turn vendor negotiations in your favor, Tropic combines smart insights with real human expertise to keep you ahead of the curve. Visit https://www.tropicapp.io/mostlymetrics to learn how. HockeyStack is an AI platform for modern go-to-market teams that unifies sales, marketing, and customer data into a single system of action. With AI agents that prospect accounts, support reps, improve forecasting, and automate what’s already working, HockeyStack helps teams move faster without guessing. Trusted by companies like RingCentral, Outreach, ActiveCampaign, and Fortune 100 teams—learn more at https://www.hockeystack.com RightRev is an automated revenue recognition platform built for modern pricing models like usage-based pricing, bundles, and mid-cycle upgrades. RightRev lets companies scale monetization without slowing down close or compliance. For RevRec that keeps growth moving, visit https://www.rightrev.com — LINKS:  Mostly Metrics: https://www.mostlymetrics.com CJ on LinkedIn: https://www.linkedin.com/in/cj-gustafson-13140948/ Growth Unhinged: https://www.growthunhinged.com/ Kyle on LinkedIn: https://www.linkedin.com/in/kyle-poyar/ Slacker Stuff: https://www.slackerstuff.com/ Ben on LinkedIn: https://www.linkedin.com/in/slackerstuff/ https://www.growthunhinged.com/p/how-to-grow-your-b2b-newsletter?draft=true https://open.spotify.com/episode/4fLZsXKtoTY05btVmh1jO3?si=a4db1f43cb0c495b https://growthinreverse.com/cj-gustafson/ https://www.growthunhinged.com/p/deep-research-for-gtm https://www.mostlymetrics.com/p/rumors-of-my-death-have-been-greatly-exaggerated — RELATED EPISODES: Fantasy Startup Draft: The First 5 Hires We’d Make Today https://youtu.be/usxbRdABi0I — TIMESTAMPS: 00:00:00 Newsletter Side Hustles and Getting Fired 00:02:41 When a Newsletter Becomes a Career Catalyst 00:04:05 Ownership, Control, and Leaving With the Audience 00:05:20 From Career Risk to Job Requirement 00:06:38 Show Intro 00:07:02 Why Newsletters Beat Social Media Algorithms 00:08:27 Built-In Growth and Forwardability of Email 00:09:13 Naming Your Newsletter and Finding Audience-Market Fit 00:10:34 Sponsors — Tropic | HockeyStack | RightRev 00:14:14 Domains as a Strategic Newsletter Asset 00:15:40 Why Owning Your Domain Future-Proofs Distribution 00:17:04 The Power of Direct Traffic and Memorability 00:17:51 Choosing the Right “From” Name and Sender Identity 00:19:16 Defining Your Newsletter Logline 00:20:36 Visual Identity and Brand Consistency00:10:29 Sponsors — Tropic | HockeyStack | RightRev 00:14:14 Domains, Naming, and Brand Personality 00:22:45 Finding Stories and Newsletter Writing Inspiration 00:24:39 Writing Titles That Drive Opens Without Clickbait 00:27:00 Consistency, Timing, and Building Inbox Habits 00:28:01 Using AI as a Research and Brainstorming Assistant 00:29:46 Welcome Emails and Early Engagement Growth Loops 00:30:21 Promoting Newsletters Beyond Twitter 00:30:39 Newsletter Swaps as the Best Distribution Channel 00:31:57 Using Onboarding Surveys to Understand and Grow Audience 00:32:57 SEO Basics for Newsletters on Your Own Domain 00:34:47 Separating Email Subject Lines from SEO Titles 00:35:09 Experimenting With Paid Growth and Subscriber LTV 00:36:46 The Simple Formula for Building a Durable Newsletter 00:37:16 Credits #MostlyGrowthPodcast #NewsletterGrowth #ContentMarketing #PersonalBrand #CreatorEconomy

    38 min.
  7. Fantasy Startup Draft: The First 5 Hires We’d Make Today

    6 FEB.

    Fantasy Startup Draft: The First 5 Hires We’d Make Today

    In this episode of Mostly Growth, Kyle Poyar and CJ Gustafson run a fantasy startup draft—Super Bowl–style. If you were founding a company today, who would you hire first? Marketing generalist, founding BDR, product marketing, RevOps, customer success, or a first business hire? Kyle and CJ draft five non-technical roles each, debate tradeoffs, and explain how early hiring choices shape growth, efficiency, and execution. Then it’s on you to vote on the winning roster—with real (and painful) stakes for the loser. — SPONSORS: RightRev is an automated revenue recognition platform built for modern pricing models like usage-based pricing, bundles, and mid-cycle upgrades. RightRev lets companies scale monetization without slowing down close or compliance. For RevRec that keeps growth moving, visit https://www.rightrev.com Tropic is an intelligent spend management solution that consolidates your spend data and processes into one unified offering, enabling insights and decisive action. From spotting hidden optimization opportunities to automating painful procurement workflows and giving you the best market data to turn vendor negotiations in your favor, Tropic combines smart insights with real human expertise to keep you ahead of the curve. Visit https://www.tropicapp.io/mostlymetrics to learn how. HockeyStack is an AI platform for modern go-to-market teams that unifies sales, marketing, and customer data into a single system of action. With AI agents that prospect accounts, support reps, improve forecasting, and automate what’s already working, HockeyStack helps teams move faster without guessing. Trusted by companies like RingCentral, Outreach, ActiveCampaign, and Fortune 100 teams—learn more at https://www.hockeystack.com — LINKS:  Mostly Metrics: https://www.mostlymetrics.com CJ on LinkedIn: https://www.linkedin.com/in/cj-gustafson-13140948/ Growth Unhinged: https://www.growthunhinged.com/ Kyle on LinkedIn: https://www.linkedin.com/in/kyle-poyar/ Slacker Stuff: https://www.slackerstuff.com/ Ben on LinkedIn: https://www.linkedin.com/in/slackerstuff/ — RELATED EPISODES: When the marketing math doesn’t math | with Emily Kramer https://youtu.be/sSuoV_YSrlw The Psychology Behind Why Buyers Don’t Change | DemandJen https://youtu.be/h7ZgPkgZ5oE — TIMESTAMPS: 00:00:00 Fantasy Punishments and Cold Open   00:02:35 Show Intro and Draft Stakes   00:03:37 Framing the Fantasy Startup Draft   00:05:41 Round One 00:10:13 Sponsors — RightRev | Tropic | HockeyStack   00:13:54 Round Two 00:18:00 Round Three 00:21:10 Round Four 00:24:12 Round Five 00:27:18 Why This Pick Didn’t Make the Draft   00:28:12 Pricing in the Real World: Super Bowl Ads   00:30:51 Bonuses in the Real World: NFL Playoff Incentives   00:32:59 Voting, Final Thoughts, and Wrap-Up #MostlyGrowthPodcast #StartupDraft #GoToMarket #EarlyStageStartups #RevenueOps

    34 min.
  8. The Economics of Free: When Zero Breaks the Pricing Curve

    4 FEB.

    The Economics of Free: When Zero Breaks the Pricing Curve

    In this episode of Mostly Growth, Kyle Poyar, CJ Gustafson, and Ben Hillman break down the economics and psychology of “free,” explaining why the jump from free to even $0.01 fundamentally changes behavior. They unpack freemium, free trials, reverse trials, ungated products, and credit-card trials, sharing real conversion benchmarks and CFO-level tradeoffs between acquisition and revenue. The takeaway: “free” isn’t one strategy—it’s a set of levers that must match what you’re optimizing for. — SPONSORS: HockeyStack is an AI platform for modern go-to-market teams that unifies sales, marketing, and customer data into a single system of action. With AI agents that prospect accounts, support reps, improve forecasting, and automate what’s already working, HockeyStack helps teams move faster without guessing. Trusted by companies like RingCentral, Outreach, ActiveCampaign, and Fortune 100 teams—learn more at https://www.hockeystack.com RightRev is an automated revenue recognition platform built for modern pricing models like usage-based pricing, bundles, and mid-cycle upgrades. RightRev lets companies scale monetization without slowing down close or compliance. For RevRec that keeps growth moving, visit https://www.rightrev.com Tropic is an intelligent spend management solution that consolidates your spend data and processes into one unified offering, enabling insights and decisive action. From spotting hidden optimization opportunities to automating painful procurement workflows and giving you the best market data to turn vendor negotiations in your favor, Tropic combines smart insights with real human expertise to keep you ahead of the curve. Visit https://www.tropicapp.io/mostlymetrics to learn how. — LINKS:  Mostly Metrics: https://www.mostlymetrics.com CJ on LinkedIn: https://www.linkedin.com/in/cj-gustafson-13140948/ Growth Unhinged: https://www.growthunhinged.com/ Kyle on LinkedIn: https://www.linkedin.com/in/kyle-poyar/ Slacker Stuff: https://www.slackerstuff.com/ Ben on LinkedIn: https://www.linkedin.com/in/slackerstuff/ https://pubsonline.informs.org/doi/10.1287/mksc.1060.0254 https://www.sciencedirect.com/science/article/pii/S0261517722002059 https://x.com/samwhoo/status/2007590903448514921?s=20 https://techcrunch.com/2026/01/29/guys-i-dont-think-tim-cook-knows-how-to-monetize-ai/ — RELATED EPISODES: From Credit Karma to Notion: CFO Rama Katkar on Leading Finance Through Every Growth Stage https://youtu.be/NWgn9ryTP38 — TIMESTAMPS: 00:00:00 Personal Stories About Free 00:02:38 Mostly Growth Introduction 00:03:01 Why “Free” Changes Consumer Behavior 00:04:30 The Psychology of Free Pricing and Promotions 00:06:10 Why “Free” Works Differently in B2B vs B2C 00:08:12 Free Trials vs Freemium: Key Monetization Differences 00:09:04 Credit Cards, Free Trials, and CFO Anxiety 00:09:21 Sponsors — HockeyStack | RightRev | Tropic 00:13:02 Reverse Trials and the Calendly Playbook 00:15:39 Ungated Free Products and Zero-Friction Adoption 00:18:17 The Math Behind Free Funnels and Conversion Leakage 00:20:31 Why Small Conversion Gains Matter in Freemium Models 00:21:25 Newsletter Paywalls, Email Gates, and Monetization Tradeoffs 00:23:50 How the Freemium Conversion Data Was Collected 00:24:49 Why Free Trials Are Still More Popular Than Freemium 00:27:36 When Freemium Works: Network Effects and Compounding Value 00:29:14 Choosing Trial Lengths and What to Gate in Freemium 00:31:11 Designing Freemium Around User Needs and Conversion Extremes 00:33:25 Credit Card Trials: Higher Conversion vs Lower Quality Users 00:35:08 Comparing Freemium, Free Trials, and CC-Gated Trials 00:36:22 Choosing the Right Free Motion for Your Company Stage 00:37:43 StackOverflow’s Decline in the Age of AI 00:38:35 Apple’s AI Monetization Problem and Industry Uncertainty 00:40:29 Credits #MostlyGrowthPodcast #PricingStrategy #Freemium #ProductLedGrowth #SaaSMonetization

    41 min.
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Detalii

Mostly Growth is a podcast from Mostly Media where go-to-market strategist Kyle Poyar and CFO CJ Gustafson break down how modern companies make money. Each episode focuses on pricing, monetization, and benchmarks—translated into clear tactics and playbooks you can actually use. Built for finance, product, and sales operators who want to think like owners and be the CEO of their role.

Informații

  • Creator
    Mostly Media
  • Perioadă activă
    2025 - 2026
  • Episoade
    43
  • Evaluare
    Adecvat
  • Copyright
    © Mostly Media
  • Site web emisiune
    Mostly Growth

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