"Unpack Pricing" with Scott Woody

Scott Woody, Metronome
"Unpack Pricing" with Scott Woody

Unpack Pricing deconstructs the dark arts of SaaS pricing and packaging. Hosted by Scott Woody, founder and CEO of Metronome, the show features in-depth conversations with the best leaders in tech who are turning pricing into a key driver for revenue growth. Learn more: https://metronome.com/podcast/unpack-pricing

Episodes

  1. Inside Snowflake’s Pricing Strategy with Sam Lee

    12 DEC

    Inside Snowflake’s Pricing Strategy with Sam Lee

    In this episode of Unpack Pricing, Sam Lee, VP of Pricing Strategy and Product Operations at Hubspot and former Snowflake pricing leader shares his deep expertise in building and scaling pricing teams. He joins host Scott Woody to explore why pricing “is a sledgehammer, not a scalpel” in business strategy. Sam discusses why pricing is inherently challenging as a multidisciplinary domain, shares insights from Snowflake's successful consumption-based pricing strategy, and explores how AI is reshaping traditional pricing models. He also offers insights into the future of AI-driven business models, suggesting a shift where data exchange between companies and customers could fundamentally alter commercial relationships in software. – FULL TRANSCRIPT AVAILABLE HERE: https://metronome.com/podcast/unpack-pricing/inside-snowflakes-pricing-strategy-with-sam-lee – Follow: Scott https://x.com/l3amm  https://www.linkedin.com/in/scott-woody-21677121/ Sam https://www.linkedin.com/in/samwise/ -- Check out: Value Monetization in the Age of AI, Sam Lee https://medium.com/value-monetization-in-the-age-of-ai/value-monetization-in-the-age-of-ai-5cafce30332e Metronome: https://metronome.com/ -- Timestamps: (00:00) Intro (01:07) Why is pricing so hard? (01:14) Sam's three reasons why pricing is difficult (05:57) Top-down vs. bottom-up pricing initiatives (07:50) Essential skills for effective pricing leaders (10:02) Product expertise & pricing outcomes: The Snowflake Copilot example (11:49) The price-value-product experience feedback loop (14:19) Pricing managers as product managers for the monetization system (17:22) Criteria for choosing value metrics: Alignment with customer perception & cost scaling (19:50) Advantages & disadvantages of a pure usage philosophy (26:39) Operationalizing pricing changes in a usage model (28:03) Handling greenfield vs. brownfield customers (35:09) The rarity of successful outcome-based pricing (41:19) Advice for transitioning to usage pricing (43:05) Skillsets needed for usage-based pricing (46:20) The weird future of pricing (59:32) Wrap

    50 min
  2. The future of monetizing open source with Spencer Kimball, CEO of Cockroach Labs

    14 NOV

    The future of monetizing open source with Spencer Kimball, CEO of Cockroach Labs

    In this episode of Unpack Pricing, Spencer Kimball, co-founder and CEO of Cockroach Labs joins Scott Woody, co-founder and CEO of Metronome, to discuss CockroachDB's evolution over the past 10 years and how that's impacted their business models. Spencer Kimball discusses the pivotal decisions in open-source strategy, how the company navigated competition with hyperscalers, the non-obvious transformative power of open-source, and the importance of customer focus in driving long-term success for their business. – FULL TRANSCRIPT AVAILABLE HERE: https://metronome.com/podcast/unpack-pricing/the-future-of-monetizing-open-source-with-cockroach-labs-co-founder-ceo – Follow: Scott: X: https://x.com/l3amm  LI: https://www.linkedin.com/in/scott-woody-21677121/ Spencer: LI: https://www.linkedin.com/in/spencerwkimball/ – Check out: Cockroach Labs: https://www.cockroachlabs.com/ Metronome: https://metronome.com/ – Timestamps: (00:00) Intro (00:59) Spencer's background and CockroachDB's origin (06:06) The evolution of open source business models (10:05) Challenges and strategies in commercializing open source (16:29) The impact of hyperscalers on open source (18:42) CockroachDB's licensing journey (21:31) Future of open source  (30:59) CockroachDB’s unified product offering (33:39) Customer reception and adjustments (35:41) Philosophical changes in tech (36:35) Cloud services and competition (40:47) Customer needs and strategic strengths (47:29) Future of cloud and AI (58:27) Staying energized as an entrepreneur (01:01:39) Wrap

    1h 3m
  3. Lessons on PLG from Dropbox, Postman, and Kong with Jesse Miller

    3 OCT

    Lessons on PLG from Dropbox, Postman, and Kong with Jesse Miller

    In this episode of Unpack Pricing, Jesse Miller, VP of Product Growth at Kong joins host Scott Woody, CEO and co-founder of Metronome, to discuss the interplay between product-led and sales-led growth. Jesse exposes common misconceptions about product-led growth, and offers insights into the critical role of user experience, product design, and pricing in successful PLG implementations. -- FULL TRANSCRIPT AVAILABLE HERE: https://metronome.com/podcast/unpack-pricing/lessons-on-plg-from-dropbox-postman-and-kong-with-jesse-miller -- FOLLOW ON SOCIAL Scott: https://x.com/l3amm https://www.linkedin.com/in/scott-woody-21677121/ Jesse: https://x.com/jesse_miller https://www.linkedin.com/in/jessejmiller/ -- CHECK OUT Kong:  https://konghq.com/ Metronome: https://metronome.com/ -- TIMESTAMPS: (00:00) Intro (00:45) Jesse Miller's Background & Focus (01:29) Defining Product-Led Growth (02:12) The Evolution of Product-Led Growth (04:06) Should Every B2B Software Company Have PLG? (05:33) PLG in the Future of B2B Software (06:16) Growth Team Structures at Dropbox & Postman (08:30) Skills to Look for in a PLG-Focused PM (10:09) Prioritizing Skill Sets for a PLG Team (12:14) Building Relationships with Other Teams (13:01) Overcoming Friction with a Sales-Led Organization (14:38) Kong's Journey (17:16) PLG as a Lead Generation Tool for Sales (23:57) Different User Personas (25:07) The Challenges of Building PLG on Top of an SLG Motion (29:53) Tactical Tips for Building PLG on Top of SLG (31:24) Every Company Can Have Some PLG (34:19) The Benefits of Easy-to-Access Trials (35:26) Pricing and Packaging (37:53) The Importance of Pricing Transparency (38:35) Techniques for Optimizing the Pricing Experience (41:19) The Most Common Misconception about PLG (42:45) Wrap

    43 min
  • 3 Episodes

About

Unpack Pricing deconstructs the dark arts of SaaS pricing and packaging. Hosted by Scott Woody, founder and CEO of Metronome, the show features in-depth conversations with the best leaders in tech who are turning pricing into a key driver for revenue growth. Learn more: https://metronome.com/podcast/unpack-pricing

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