The Pricing Guys

Revenue Management Labs

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Join pricing experts Avy Punwasee and Michael Stanisz as they break down the latest pricing trends, industry insights, and strategies to maximize profitability. From in-depth analyses to real-world applications, this podcast is your go-to resource for mastering the art and science of pricing.

APR 7

S3E6 - The Future of Pricing in an AI World

What does "price" even mean in a world run by AI? In this episode, Michael and Avy skip the near-term AI hype and fast-forward 10 to 15 years to ask the big questions. Are promotions obsolete? Will brands live or die by their ability to communicate value to an algorithm? And is B2B pricing about to go completely underground? From shopper bots that buy your toilet paper at the optimal moment, to the NVIDIA CEO's take on the true cost of an AI-powered engineer, this is a wide-ranging and thought-provoking look at the long game of pricing in an AI-saturated world. Come for the predictions, stay for the debate, and check back in Season 15 to see how right they were. #PricingStrategy #AIAndPricing #FutureOfPricing #ThePricingGuys #PricingPodcast #ArtificialIntelligence #B2BPricing #PricingTrends

14 min
MAR 30

S3E5 - The Change Management Problem in Pricing

Are pricing teams their own worst enemy? In this episode of The Pricing Guys, Michael and Avy are calling out a growing trend in the pricing community: a victim mentality showing up all over LinkedIn, where pricing professionals feel undervalued, ignored, and like they're the only ones driving results in their organizations. But here's the hot take: if no one's listening to you, that might be on you. Michael and Avy break down why the best pricing professionals aren't just Excel wizards. They're change agents, relationship builders, and communicators who bring their stakeholders along for the journey from day one. They share real-world consulting experiences, the powerful "seven times rule," and lessons from a fireside chat at a major private equity conference on why trust-building is the real unlock for organizational change. Whether you're a pricing veteran or just getting started, this episode will challenge your mindset and give you a fresh playbook for making real impact. What's covered: The LinkedIn "pricing victim" trend and the hot take you might not want to hear Change management vs. spreadsheet perfection Getting stakeholders involved early (and why it matters) Relationship-first leadership lessons How to shift from victim to change agent Have a topic you want us to cover? Send it in! #ThePricingGuys #Pricing #PricingStrategy #RevenueManagement #ChangeManagement #B2B #CommercialExcellence #RML

12 min
MAR 24

S3E4 – Why Did Target Remove Prices From Tags?

Have you ever picked up a piece of clothing in a store and noticed the price tag was... blank? Target made headlines when they quietly removed price points from tags on select clothing items, and the guys are unpacking what's really going on. In this episode, we dig into the operational reasoning Target offered (spoiler: it involves tariffs and cost volatility), and why that explanation doesn't fully add up. We explore the real cost of price tag labor, the friction this creates for shoppers, and whether removing visible pricing is actually a slippery slope toward full dynamic pricing in brick-and-mortar retail. We also draw parallels to the world of B2B and software pricing, from "contact sales" enterprise deals to distributors who hide their list prices from the open market, and ask the bigger question: when you hide your price, what signal does that send to your customer? Key topics covered: Target and Walmart's removal of price points from clothing tags Price transparency and the customer shopping journey Dynamic pricing in retail: is this where we're headed? The hidden cost of creating friction at the shelf B2B pricing opacity: commodity markets vs. value-added products Digital price tags and what the future of in-store pricing could look like Whether you're in retail, B2B, or SaaS, the core lesson is the same: before you hide your price, make sure you've weighed the operational savings against what it costs you in customer trust and lost sales. #PricingStrategy #RetailPricing #DynamicPricing #PriceTransparency #Target #Retail #B2BPricing #SaaS #ThePricingGuys #Podcast #Ecommerce #PricingPodcast More pricing insights can be found here - https://revenueml.com/insights

11 min
MAR 18

S3E3 - The New iPhone Pricing Strategy

In this episode of The Pricing Guys, Avy and Michael unpack ‬Apple's latest iPhone pricing move and why holding price flat while adding value is more strategic than it looks. What starts as a discussion about the new iPhone and iPad turns into a broader conversation about price-volume tradeoffs, consumer caution, and what it means when a category leader decides not to take price. They explore whether Apple is responding to softer demand, a broader flight to value, or a more mature, replacement-driven market where upgrades are no longer automatic. Subscribe to The Pricing Guys Podcast for more conversations on pricing, competition, and revenue management. More info - revenueml.cm

11 min
MAR 9

S3E2 - The Death of Seat Based SaaS

Seat-based SaaS pricing helped fuel the software boom for more than a decade. But that model is starting to show cracks. In this episode of The Pricing Guys, Michael and Avy unpack why many technology companies are moving away from traditional seat-based subscriptions and exploring usage-based or hybrid pricing models. Ironically, the same industry that popularized subscription pricing is now leading the shift away from it. AI is a major driver. As companies automate work and reduce headcount, the number of seats they need for tools like development platforms, HR systems, and productivity software is shrinking. That creates real pressure on SaaS revenue models that were built around charging per user. The conversation digs into what companies are doing in response. Should they move fully to usage-based pricing? Should they combine fixed and variable components? And how do they ensure the pricing metric actually grows with the customer rather than encouraging behaviors that reduce revenue? Michael and Avy also explore one of the most overlooked issues in pricing design: expandability. The best pricing metrics encourage customers to naturally use more of the product over time. The wrong metrics can do the opposite, pushing customers to game the system or limit usage. They also discuss why simplicity matters. Many companies introduce too many pricing metrics, which confuses both customers and their own sales teams. Seat-based pricing may not be dead, but it is clearly evolving. The challenge for SaaS companies now is designing models that reflect real customer value while remaining simple, scalable, and aligned with how products are actually used. Learn more - revenueml.com

13 min
MAR 4

S3E1 - The Price Guess Challenge

Michael and Avy are back for Season 3 of The Pricing Guys. To kick things off, we’re testing a simple question. Do pricing experts actually know the price of everyday products? From hotel water bottles to Hugo Boss t-shirts, baby formula, marinara sauce, and Excel gum, we put our instincts to the test in a rapid-fire guessing game. Some answers are close. Others not so much. It’s a good reminder of something pricing professionals know well. Price perception is rarely as clear as we think. Watch to see who ends up the champ of price guessing. revenueml.com

11 min
JAN 16

Special Announcement - 2026 Executive Pricing Benchmark Report

The 2026 Executive Pricing Survey Results Are In In this special announcement from the Pricing Guys, Michael Stanisz and Avy Punwasee share early insights from RML’s latest research. Drawing on input from over 330 executive leaders, the 2026 Executive Pricing Benchmarks looks at how pricing performed in 2025, where leaders set targets, what was actually achieved, and how pricing is shaping plans for 2026. The data points to a clear shift. Pricing carried growth over the past few years, but volume pressure and changing buyer behavior are now forcing leaders to rethink what comes next. To see the summary and download the full report, visit https://revenueml.com/insights/2026-executive-pricing-benchmarks #PricingStrategy #PricingBenchmarks #RevenueManagement #ExecutiveInsights #PricingTrends

2 min
12/05/2025

S2E12 - 4 Pricing Trends to Watch in 2026

To wrap up season two, Avy and Michael share the four pricing trends that will define 2026. You will hear their take on hybrid pricing models, the need for simpler pricing structures, the continued growth of outcome based pricing, and why low cost entry points matter more as budgets tighten. A clear, practical outlook for anyone planning pricing or revenue strategy for the new year. Season three returns in 2026.

14 min

Join pricing experts Avy Punwasee and Michael Stanisz as they break down the latest pricing trends, industry insights, and strategies to maximize profitability. From in-depth analyses to real-world applications, this podcast is your go-to resource for mastering the art and science of pricing.

Creator

Revenue Management Labs
Years Active

2025 - 2026
Episodes

39
Rating

Clean
Copyright

© Copyright 2025 All rights reserved.
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The Pricing Guys