Fortune's Path Podcast

Tom Noser, Ted Noser
  • 4.6 (10)
  • ENTREPRENEURSHIP

The Fortune's Path Podcast explores the role of virtue in business to help you get more of what you want by helping others get what they want. See more at www.fortunespath.com

  1. The Death of Seat-Based Pricing with Lee Bridges

    JAN 16

    The Death of Seat-Based Pricing with Lee Bridges

    Episode DescriptionAI is fundamentally changing how SaaS companies should think about pricing. When your software makes teams 70% more efficient, charging per seat means you're literally shrinking your own market. In this conversation, product management veteran Lee Bridges explains why seat-based pricing is a burning platform and what comes next. Lee, returning to the podcast after five years, recently led a pricing transformation project that forced him to confront an uncomfortable truth: AI-driven efficiency gains directly reduce the number of seats customers need. His solution? Outcome-based pricing that aligns incentives between vendors and customers while future-proofing against AI disruption. GuestLee Bridges - Cheif Product Officer at Inn-Flow, father, audio engineer, and vibe coder who recently completed a major pricing transformation project for a B2B SaaS company in the field service space. Key Topics CoveredThe Seat-Based Pricing Problem How AI efficiency reduces Total Addressable Market (TAM)The misalignment of incentives between vendors and customersInternal team conflicts created by per-seat modelsWhy "reducing a team from 10 to 3" destroys 70% of your revenue potentialOutcome-Based Pricing Explained The difference between usage-based and outcome-based pricingHow to identify and price meaningful outcomesThe psychology of "you make money when your customer makes money"Avoiding the "nickel and diming" feeling of usage-based modelsReal-World Implementation Case study: Field service sales teams (20 minutes to 90 seconds per quote)Tiered prepayment models with outcome "credits"Combining platform fees with outcome pricingWhen outcome-based pricing works (and when it doesn't)The Future of SaaS and AI Why B2B SaaS isn't going anywhere despite AI hypeThe problem with expecting everyone to be a product managerConsistency, training, and the limits of LLM-generated experiencesVibe coding and no-code tools in practiceNotable Quotes"If you create efficiencies that make a process so efficient that some number of people will no longer be necessary... you reduce the number of potential seats. You reduce the Tam." "If I give you a dollar and you're going to give me $10 back, I'd be insane to not do that as many times as I can." "You're really expecting everyone on Earth to be a product manager. That's just not going to happen." "The most people don't have a high level of agency. They don't know what they want, when they want it, and they don't know how to describe it." Practical TakeawaysEvaluate your pricing model now - If you're charging per seat and building AI features, you're creating a strategic vulnerabilityStart with new products - Test outcome-based pricing with new offerings rather than risking existing revenueIdentify measurable outcomes tied to customer revenue - What metrics does your sales team already use when discussing ROI?Consider hybrid models - Platform fees plus outcome pricing can balance predictability with value alignmentThe complexity trade-off - Outcome-based pricing must remain simple enough to avoid litigation-inducing confusion

    51 min
  2. Kerry Cicero - How to Be a Good Leader When No One Told You How to Be a Good Leader

    06/30/2025

    Kerry Cicero - How to Be a Good Leader When No One Told You How to Be a Good Leader

    [00:01:00] Kerry's journey from personal adversity to leadership expertise[00:04:00] The book's target audience: new managers and struggling leaders[00:08:00] Growing up with six brothers and two sisters across blended families[00:09:00] The pivotal moment: losing her mother at 16 and moving in with her father[00:12:00] Good bosses vs. bad bosses: more than just opposites[00:15:00] Leading with gratitude and the power of compartmentalization[00:18:00] Navigating difficult conversations and layoffs with empathy[00:21:00] Leading different personality types: sales, product, and marketing teams[00:24:00] The myth of self-management in tech and the need for guidance[00:28:00] Working with entrepreneurs and managing multiple priorities[00:34:00] Learning "how men think" and navigating male-dominated environments[00:42:00] Creating inclusive cultures where emotions are acceptable[00:47:00] The power dynamics of leadership and asking for feedback[00:49:00] Kerry's speaking goals and helping organizations build better culturesKey Takeaways: Leadership is more like parenting than marriage - guiding growth without coddlingEvery employee deserves empathy, clear vision, and understanding of their roleThe importance of preparation for difficult conversations, especially layoffsCreating psychological safety where team members can express emotionsLeaders must recognize their power and influence over employees' lives

    58 min
  3. Ashley Kent: Balancing Life and Business

    05/27/2025

    Ashley Kent: Balancing Life and Business

    Ashley Kent - Founder & CEO of Clear Star Creative, a boutique marketing growth agency specializing in venture-backed health tech companies Key Topics DiscussedBuilding a Sustainable Business and Life BalanceManaging a 15-employee company while raising two young children (ages 4 and 6)Finding joy in simple pleasures: working out, good food, and family timeThe reality of being a working mom in a small community where she's often in the minorityWhat Clear Star Creative DoesBoutique marketing/growth agency focused on venture-backed health tech startupsTwo main service phases:"Crawl Phase": Helping companies validate their target audience and go-to-market strategy"Walk Phase": Building scalable marketing and sales systems beyond founder-led salesThe Evolution of Venture CapitalShift from investing in "dreams and ideas" (2015-2020) to requiring tangible resultsVCs now demand sustainable, repeatable business models rather than relying on individual foundersImportance of building "moats" and differentiation in crowded marketsMarketing PhilosophyThree ways CEOs typically view marketing:Core revenue driverSales enablement ("make things look pretty")Brand awareness generatorFocus on impacting business outcomes, not just creating contentTaking a whole customer lifecycle approach from acquisition to renewalAI's Role in MarketingUsing AI as an efficiency tool, not a replacement for human relationshipsCurrent tech stack includes ChatGPT for ideation and image generation, AI note-taking toolsEmphasis on maintaining human oversight and the relationship-driven nature of businessThe Transition from Founder-Led SalesCommon challenge for companies in the $10-50M rangeDifference between lifestyle businesses and venture-scalable companiesBuilding repeatable systems that don't depend on the founder's personal relationshipsProduct-Led Growth in HealthcareHealthcare traditionally being sales-led but slowly adopting PLG approachesThe complexity of implementing PLG - requires buttoned-up systems and user experienceWarning about pulling product resources away from core developmentRecent Business ChallengesAshley candidly shared experiencing her "hardest six months ever": Lost entire core team within two weeksLost major clients within two monthsHad to rebuild while maintaining operations and caring for familyLearning to balance investment in clients' success with her own company's needsHiring and Team ManagementFocus on behavioral interviews and work ethic assessment90-day probationary period to ensure good fitEmphasis on preventing burnout in high-paced startup/agency environmentImportance of setting clear expectations and boundariesParenting and BusinessExposing her daughter to the business world and strong working womenBalancing being present for family while running a demanding businessTeaching children about the value of hard work and financial independenceKey Quotes"I'm in the people business. We are in the services business where we are building relationships." "If we turned [marketing] off tomorrow, would it really impact our business? Probably not... We have to make sure that we are impacting the business in every single thing we're doing." "The strategic person climbs to the top of the ladder, looks over the trees and says, 'guys, we're in the wrong forest.'" "Don't let the facade fool you. It is hard as hell to do this and it will push you in every single capacity." Resources MentionedClay (AI-enabled sales outreach tool)Apollo (sales outreach platform)ChatGPT (AI for ideation and content)Clear Star Creative websiteEpisode TakeawaysFocus over busy work: Strategic thinking means identifying the one thing that will truly move the needleRelationships drive business: Especially in B2B services, human connections remain irreplaceableTransparency builds trust: Being honest about capabilities and limitations creates stronger client relationshipsSystems enable scale: Moving beyond founder-dependent operations requires intentional system buildingResilience through adversity: Even successful entrepreneurs face major setbacks - persistence and support systems are crucialFortune's Path podcast helps service and technology businesses address root causes that prevent rapid growth. Music and editing by Ted Noser.

    1h 3m
  4. The Art of Business Leadership with Anderson Williams

    04/24/2025

    The Art of Business Leadership with Anderson Williams

    In this episode of the Fortune's Path podcast, Tom Noser interviews Anderson Williams, Principal for Talent Development at Shore Capital Partners, a private equity firm that partners with entrepreneurs and industry executives to drive growth in micro-cap businesses. Anderson brings a unique perspective from his diverse background as a classroom teacher, entrepreneur, sculptor, painter, writer, and corporate advisor. Topics Discussed:Anderson's role leading talent and leadership development initiatives at Shore Capital PartnersHow Shore Capital works with micro-cap businesses (typically small, family-run businesses) to help them scaleThe Shore Leadership Academy's approach to developing leaders at different stagesHow Anderson's background in fine arts influences his approach to business and educationThe importance of trust and communication as foundations for leadershipThe connection between art, education, and business leadershipHow Shore Capital evaluates potential business partnershipsThe growth strategy of consolidating small businesses to create mid-market companiesKey Takeaways:Shore Capital Partners invests in micro-cap businesses with the goal of helping them scale, focusing on companies where the founders want to remain involved and grow with a strategic partner.The Shore Leadership Academy focuses on developing leadership at all levels, from first-time managers to executives, with a curriculum that progresses from self-development to team leadership to strategic business thinking.Anderson attributes much of his approach to business and leadership to his background in fine arts, particularly how it taught him to see differently, accept feedback, and continually iterate.Trust is described as foundational to leadership, with three distinct dimensions: personal trust, organizational trust, and strategic trust.The best teachers (and leaders) combine authentic passion for their subject with the ability to make content relevant to learners' real-world experiences.Anderson describes education as being about delivery, while learning is about what people do with knowledge - applying it in new and interesting ways.Shore Capital's investment strategy looks for "barbell industries" where there are many small players and a few large ones, creating opportunity to build in the middle through strategic acquisition.Business success ultimately comes from human relationships: "We're humans working together with other humans and human-created systems to provide products and services to solve problems for other humans. And we call it a business."Guest Bio:Anderson Williams serves as Principal for Talent Development at Shore Capital Partners, leading their talent and leadership development initiatives. With a diverse background as a classroom teacher, entrepreneur, sculptor, painter, writer, and corporate advisor, Anderson brings a unique perspective to leadership development. He holds a Master's in Fine Arts from Cranbrook Academy of Art and has been with Shore since 2021.

    57 min
  5. David Ells — xAPI and How to create a tech standard

    08/27/2024

    David Ells — xAPI and How to create a tech standard

    [00:00:00] - Introduction Tom: Setting up today's discussion points: establishing new standards in software, using tech for effective learning, and the possible conflict between educational system administrators and students.Guest: David Ells, Managing Director of Open LMS, an open-source learning management system provider.Overview of David's background in online learning with over 15 years of experience, including work with the Department of Defense on the Experience API (XAPI).[00:01:09] - Early Career and Entry into Learning Tech David: Shares his accidental entry into the learning tech field after earning a master's degree from MTSU.Initial job at Rustici Software leading to a career in educational technology.Discusses the meaningful impact of developing educational tools and the transformative power of education.[00:03:53] - Importance of Experiential Learning in Hiring Tom: Probes the significance of certifications versus experience in hiring.David: Emphasizes experience and practical application of knowledge as primary hiring factors over certifications.[00:05:35] - Introduction to XAPI Tom: Attempts to describe XAPI.David: Explains XAPI's basics—data format and communication protocol for learning events, allowing detailed tracking of learning activities across various platforms and contexts.[00:07:37] - XAPI's Vision and Development Tom: Shares initial skepticism about XAPI but appreciates its potential.David: Discusses the broader vision of XAPI, including data mobility and creating verifiable credentials for lifelong learning records.Insights on corporate and academic applications and interoperability with different forms of learning content.[00:10:52] - Industry Adoption and Impact of Standards David: Describes efforts to establish XAPI, parallels with existing industry standards, and the critical role of adoption.Historical context of SCORM and the unique challenges and opportunities it presented.[00:15:00] - Rustici Software’s Contribution to XAPI Tom: Questions about Rustici’s role in developing SCORM and transitioning to XAPI.David: Details Rustici’s research and industry contributions leading to XAPI’s development and its collaborative approach.[00:21:00] - Launching and Promoting XAPI David: Discusses the practical and marketing challenges in launching a new standard and gaining adoption.Realizations and reflections on what might have been done differently for better adoption rates.[00:28:10] - XAPI’s Broader Applications and Limitations Tom: Explores XAPI’s potential beyond learning contexts.David: Outlines XAPI’s flexibility, acknowledging both its strengths and weaknesses, and practical applications in data-driven contexts.[00:38:08] - Managing Data with Watershed Tom: Discusses the potential overwhelming amount of data XAPI could collect.David: Describes the importance of filtering data to extract meaningful insights and the role of tools like Watershed in this process.[00:43:42] - Transition to Open LMS David: Talks about his move to Open LMS and the shift in focus to higher education.Differences between corporate and academic markets and the commonalities in learning management needs.[00:45:03] - Comparing Corporate and Higher Education LMS Needs David: Discusses the evolving needs of universities to prepare students for careers and the corporate focus on skills-based training.[00:50:14] - Conflict Between Learners and Administrators Tom: Expresses views on the inherent conflict between learners and administrators.David: Compares this to IT departments versus end-users, discussing the potential synergy with modern SaaS and cloud-based solutions.[00:58:16] - Future of EdTech and Learning Systems David: Envisions a future where learning is skills-based and highly personalized, breaking the traditional degree format.Discusses the potential for more granular and modular learning experiences.[01:00:10] - Collaborations Between Academia and Industry Tom: Asks about formalizing partnerships between universities and industries.David: Discusses the potential for these partnerships, acknowledging existing informal pipelines and the mutual benefits.[01:02:17] - Personal Goals and Vision for Open LMS David: Shares his aspirations for the growth and success of Open LMS.Emphasizes the adaptability of Open LMS and its potential leadership in emerging educational trends.[01:02:54] - Conclusion Tom: Thanks David Ells for the conversation.David: Expresses enjoyment and appreciation for the dialogue and Tom's writing.

    1h 4m
  6. JJ Rosen on Being In The Right Market at the Right Time

    08/08/2024

    JJ Rosen on Being In The Right Market at the Right Time

    JJ: "My my dad was in the music business. He did this thing called mobile recording, where he had this 18 Wheeler truck, in the back of it was a recording studio. And so he would go around the country recording, you know, all kinds of live concerts and albums. And so by the time I got to maybe, I guess, seventh grade, my summers, I was a roadie. So I did that for my summers. And that was really fun for maybe like a week or so. And then I quickly saw that oh, this is pretty hard."JJ: "To be like a techie it was all about you had to be real good at math or something. And so you had to be kind of a math nerd. And I just pictured. "Okay, I'm not that.".. But as it turned out a lot of tech is about at least I've found is more about creativity."JJ: "We've gotten deep into AI. The attitude internally we had at our company was, okay, this is both a threat and an opportunity kind of thing.""Tom: I don't think large language models are going to be with us as, like, a permanent thing. I think eventually they may turn into just like a parlor game. Sort of an amusement. It's just statistically predicting what might come next. That feels like a fatal flaw.  There's a structure problem that is fatal. "JJ: "We went years with  no formal marketing. We were working and lucky to be in a field where there's been some demand.  So just trying to do a good job and live off of referrals. Over time, as we  grew, you  want to shift from being reactive to being proactive. That's what I felt would be good to do. That's when we started investing in  marketing internally. "

    1h 5m
  7. Eve Eden on Designing for Accessibility, Anticipating Technological Development and Designing for Product Led Growth

    07/23/2024

    Eve Eden on Designing for Accessibility, Anticipating Technological Development and Designing for Product Led Growth

    "8% of the male population is colorblind, especially to red and green. And so think about the stock market and how that reads, or any kind of financial or big data company and their prevalent uses of green and red.  People see those colors in shades of yellows and beige. ...I think accessibility design is still up and coming.  I think user experience as an industry is still in its infancy... incorporating it into corporate spheres, companies, what does that mean?  I make it a business to help build toolkits on how to define what it is that we do." "Generally people put out surveys at the beginning of a workflow or when someone first drops into their site before login or after login. But where I find that type of survey being really beneficial is after they do something.  So they come there with a certain thing in mind that they want to do.  That is exactly when you should throw up those two questions: a rating scale or an open ended.""Nashville is a place of connectors: "Hey, you know what? I know this person, let me email them for you. There is that love here of  meeting, meeting people  organically.""Design principles are  value statements that describe the most important goals that a product delivers for its users.""With with product led growth, focus on customer acquisition, your expansion and keeping your clients. There's four ways to do that. First: it's with user experience and an intuitive interface. Simplify the user journey. When someone's onboarding, consider how  they quickly understand the value of the product just because of the interaction they're having with the first page or the first few pages, and then make sure that it's a consistent experience across all devices. "The second one is UI. You user interface is really the visual appeal of designing for attention. We touch on this with graphic design. It's bringing clarity and language to guide people through features.  Think of things like feedback, how do you know this is working?""Another one that helps with product led growth is interaction design. Micro-interactions, you know, something that has minimal steps to complete the task or reduce friction and encouraging people to use the product later. A notification  saying, hey, you forgot something! Those are all ways that, you know, kind of brings growth. You don't necessarily think about it.""The last one is showcasing  something that you can use for free. But then explaining: 'hey there's these other features that you might like!' And being exploratory with that."

    1h 2m
  8. Jake Levirne On How to Use AI and The Internet the Right Way, How It Affects Our Psyche and How to Use New Tools Ethically.

    06/25/2024

    Jake Levirne On How to Use AI and The Internet the Right Way, How It Affects Our Psyche and How to Use New Tools Ethically.

    On the risk of AI programing leading to crummy software: "At the end of the day AI is just a tool, right? And so it's how we choose to use it that could have impacts there. If we allow AI usage to be an excuse to move quickly [when developing software], but sloppily, then yeah, we're going to build more and more software that is is tenuous and has the potential of falling over."On the idea of AI being able to help junior developers become senior developers more quickly: "Unless we are intentional as an industry, we run the risk of replacing the natural apprenticeship that's been in place for a few decades."On AI taking our jobs: "Humans will always seek to work on the things that they're uniquely able to deliver value on, and I think so we'll just keep doing that in software development. But but I am worried about what the path looks like for people to get to that level of expertise."On his new venture Ducky.foo: "Ducky.foo is is the outcome of me wrestling with the disparity that AI assistants are creating in terms of junior developer versus senior developer productivity... Create a human community where more experienced developers can teach and mentor and share their hard won expertise and real world knowledge with junior developers, but do it at scale...it's not novel to think of a community of software developers of different experience levels helping each other out. But I think what is novel is that I think we can hyper scale this type of community by injecting AI into it.""Those with the most going into any kind of innovation tend to be the ones who benefit the most." Ducky.foo is hoping to stop this from taking place with AI innovation, and prevent the fruits of AI innovation from resting in the hands of the wealthy.On the toxicity of Stack Overflow and general trolling: "here's a place where AI does have a leg up. It's infinitely patient, infinitely pleasant. And so I think That's one thing we can borrow from AI as we're building Ducky.foo.”

    1h 8m
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The Fortune's Path Podcast explores the role of virtue in business to help you get more of what you want by helping others get what they want. See more at www.fortunespath.com

Information

  • Creator
    Tom Noser, Ted Noser
  • Years Active
    2020 - 2026
  • Episodes
    65
  • Rating
    Clean
  • Copyright
    © 2020 Fortune's Path, LLC
  • Show Website
    Fortune's Path Podcast