Street Pricing with Marcos Rivera – Détails, épisodes et analyse

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Street Pricing with Marcos Rivera

Marcos Rivera

Business & Entrepreneuriat

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Fréquence : 1 épisode/14j. Total Éps: 45

You’re listening to the Street Pricing podcast - The only show where proven SaaS leaders share their mindset and mistakes in pricing so we can all stop guessing and start growing. Enjoy, subscribe, and tell a friend. Now, let’s break it down with your host and sought-after slayer of bad pricing, Marcos Rivera.

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🇬🇧 Grande Bretagne - entrepreneurship
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https://www.linkedin.com/in/marcoslrivera/
36 partages
https://www.linkedin.com/in/mrjamesmartin/
2 partages

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The No Bullsh*t Approach to Business Strategy

mercredi 28 mai 2025 • Durée 47:21

SUMMARY

In this episode of the Street Pricing Podcast, host Marcos Rivera speaks with Alex Smith, founder of Basic Arts and author of 'No Bullshit Strategy.' They discuss the importance of strategy in business, the common pitfalls entrepreneurs face, and how to create unique value propositions that stand out in the market. Alex shares his journey from being a strategy consultant to democratizing strategic thinking for entrepreneurs, emphasizing that being 'better' is often a trap that leads to commoditization. The conversation highlights the need for businesses to identify their unique strengths and create solutions that address unrecognized customer needs. In this conversation, Alex and Marcos explore the nuances of business strategy, emphasizing the importance of innovation, self-reflection, and understanding customer value. They discuss how companies can unlock new value by reframing weaknesses and finding their unique position in the market. The dialogue also touches on the challenges tech companies face in differentiating themselves and the pitfalls of overly complex pricing strategies. Ultimately, they advocate for a straightforward approach to strategy that focuses on generating meaningful value for customers.

CHAPTERS

00:00 Introduction to Strategy and Pricing

04:10 The Journey to No Bullshit Strategy

13:44 Understanding Market Positioning

20:34 Creating Unique Value Propositions

26:09 Unlocking Value Through Innovation

29:07 The Importance of Self-Reflection in Strategy

32:37 Navigating the Tech Landscape: Familiarity vs. Uniqueness

34:09 Crafting a Compelling Strategy

38:01 The Right to Exist: Generating New Value

42:25 Debunking Value-Based Pricing

49:34 Personal Touch: Music and Memories

TAKEAWAYS

Strategy is often overlooked by many entrepreneurs.
Most businesses operate reactively without a clear strategy.
Claiming to be the best is often a flawed strategy.
The market rewards uniqueness, not just superiority.
Many entrepreneurs fail to differentiate their offerings.
Customer service claims need factual backing.
Creating a need can lead to innovative solutions.
Understanding your unique value is crucial for success.
Most markets are well-served, making innovation challenging.
Strategy should be accessible and enjoyable for all entrepreneurs. Innovation can create new market opportunities.
Reframing weaknesses can lead to unique value propositions.
Self-reflection is crucial for identifying strengths.
Successful businesses balance familiarity with uniqueness.
Tech companies often struggle with differentiation.
A compelling strategy should be rooted in normalcy.
Strategy should be presented as a narrative argument.
Generating new value is essential for business survival.
Value-based pricing may overlook psychological factors.
Contextual pricing may be more effective than value-based pricing.

RESOURCES:
Alex Smith LinkedIn: https://www.linkedin.com/in/alex-m-h-smith/
BasicArts Website: https://basicarts.org/
The Hidden Path Newsletter: https://basicarts.org/newsletter/
Marcos Rivera LinkedIn

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Why Pricing Deserves a Seat at the Strategy Table

mercredi 14 mai 2025 • Durée 41:57

In this episode of the Street Pricing Podcast, host Marcos Rivera speaks with Ali Mamujee, a growth and strategy advisor in the B2B SaaS space. Ali shares his journey from being an early employee at Mercatus, a platform for managing complex renewable energy assets, to becoming a solo advisor for startup growth. The conversation delves into the importance of pricing strategies, the role of data in decision-making, and the value of customer feedback in shaping product offerings. Ali emphasizes the need for alignment within management teams and the significance of removing friction in sales processes to enhance customer experience. In this conversation, Ali Mamujee and Marcos Rivera delve into the intricacies of sales processes, the critical relationship between strategy and pricing, and the importance of crafting a unique value proposition. They discuss the challenges faced by B2B SaaS companies in communicating effectively and the need for a streamlined sales cycle. The conversation also touches on the integration of technology in enterprises and the emotional aspects of sales proposals. Ali shares insights from his experience in entrepreneurship, emphasizing the importance of relationships and embracing the challenges of the 'messy middle' in business growth.

CHAPTERS
00:00 Introduction to Ali Mamoudji and His Journey
02:27 The Genesis of Mercatus and Its Evolution
04:51 Navigating Growth and the Importance of Pricing
09:54 The Role of Data in Pricing Decisions
14:59 The Power of Customer Conversations
19:58 Aligning Management Through Pricing Strategy
23:49 Streamlining Sales Processes for Efficiency
25:45 The Interplay of Strategy and Pricing
26:15 Crafting a Unique Value Proposition
30:43 The Sales Process as a Product
33:15 Communicating Effectively in B2B SaaS
35:26 Navigating Technology Integration Challenges
38:45 Embracing the Messy Middle of Entrepreneurship

TAGLINES

The $100K Mistake Most Founders Make

Sales Shouldn’t Own Pricing—Here’s Why

● Ali Mamujee has a background in B2B SaaS and investment banking. ● Mercatus aimed to fill a gap in managing complex renewable energy assets....

Getting Real with RevOps | James McKay (VEN)

mardi 17 décembre 2024 • Durée 36:15

How did James McKay revolutionize financial services with his "20-minute term sheet" strategy, and why is speed more valuable than cost in today's financial landscape?

James is the CEO of VEN, and he joins me on today’s Street Pricing podcast to navigate the complex world of Revenue Operations (RevOps) and pricing strategies. Together, we chart the course from James' time at Clearco, where he revolutionized financial services with innovative pricing strategies, to his current focus on optimizing RevOps. Learn how the "20-minute term sheet" became a game-changer in providing rapid access to capital and why speed and flexibility are often valued more than the cost itself in financial services. James reveals the challenges of targeting more sophisticated clients and the vital role of clearly articulating a value proposition to overcome cost objections. Delve into tales of adapting pricing and packaging in response to market dynamics. RevOps emerges as the backbone of operational efficiency throughout these transformations.

In this episode:
(00:00) Guest intro of James McKay
(03:34) Rewind story, navigating pricing strategies for growth, "20-minute term sheet" campaign, challenges targeting larger companies, importance of speed and flexibility in financial services
(10:31) Defining revenue operations (‘RevOps’), optimizing for growth, defining a new business category, challenges in raising capital, and the role of RevOps in managing the customer journey
(14:31) RevOps best practices and timing, managing customer interactions, data governance, and infrastructure for companies transitioning to a repeatable sales process
(17:49) Founder-led sales transition complexity and timing, common issues and challenges, CRM data and customer journey mapping, CRM systems must accurately reflect the customer journey, measure funnel metrics, and balance automation with user adoption
(27:46) Managing sensitive data, a RevOps terminology debate
(33:26) Impact of AI on RevOps Professionals, RevOps is crucial for sales strategy, using a pragmatic approach and small improvements for growth
(40:24) Future growth and favorite jams

Welcome to Street Pricing, the only show where proven SaaS (Software as a Service) leaders share their mindset and mistakes in pricing so we can all stop guessing and start growing. Street Pricing is hosted by Pricing I/O CEO and Pricing Coach, Marcos Rivera, sought after slayer of bad pricing. With 20 years of pricing expertise, he has helped price over 200 SaaS products and coached over 100 SaaS CEOs and counting! From the streets of the Bronx to CEO, Marcos wants to take the guessing out of pricing.

Narrative Before the Numbers | Niclas Lilja (Younium)

Saison 1 · Épisode 34

mercredi 4 décembre 2024 • Durée 33:13

How can defining an ideal customer profile (ICP) transform your SaaS pricing strategy and ensure your product's value is validated by early paying customers?

Niclas Lilja, the visionary Founder and CEO of Younium, shares insights on the evolving dynamics of SaaS pricing strategies. An industry trailblazer, Niclas illuminates his transformative journey from Medius to Younium, and shifting from traditional subscription models to innovative usage-based pricing. We get into the complexities of pricing decisions, looking at the balance between clarity and complexity. Niclas shares his art of iteration, negotiation, and maintaining alignment with customer success.

You’ll hear about defining an ideal customer profile (ICP) and securing early paying customers to validate a product's value and the evolution of defining an ICP over time. We delve into the psychological dynamics entwined with usage-based pricing and its diverse impact on companies of varying sizes.

In this episode:

(00:00) Niclas Lilja, CEO of Younium, shares his journey from Medius to founding Younium, the transition from traditional subscription models to innovative usage-based pricing, and clarity over complexity in pricing decisions

(11:36) Developing an Ideal Customer Profile (ICP) and an effective pricing strategy, securing early paying customers to validate a product's value, refining pricing models is an evolving process that can take years.

(16:59) Niclas’ advice on finding your narrative, crafting fair and simple pricing models, avoiding unexpected fees that can lead to customer dissatisfaction, balancing usage-based pricing with fair value attribution

(23:55) Looking into the future, impact of AI in refining pricing models, uncertainty and perceived security perceived by both sellers and buyers, especially for companies of different sizes, a balanced approach that combines variable and fixed elements to provide a strategic edge while ensuring fairness and transparency in pricing

(32:15) Moving beyond guesswork and focusing on value capture and growth, advice for listeners to apply these insights in their pricing strategies, “be precise to get to the price”!

Mastering the Art of Product Bundling | Marcos Rivera (Pricing I/O)

Saison 1 · Épisode 33

mardi 19 novembre 2024 • Durée 17:01

What if your SaaS bundling strategy could do more than just boost immediate sales?

Join me, Marcos Rivera, as I unravel the strategic art of product bundling today on Street Pricing. This episode isn't just about quick wins—it's about leveraging bundling to drive customer adoption and set the stage for future growth. Keeping bundles lean and focused is crucial. Overly complex bundles can lead to sales complications and downsells. Learn the power of strategic bundling, and you’ll learn how to craft combinations that meet a broader spectrum of customer needs.

Major companies like McDonald's and HubSpot effectively use ‘soft bundles’ to offer attractive deals that target specific buyers without compromising value. With the less favored, but sometimes advantageous, hard bundles, it's critical to avoid pairing high-performing products with those that underperform. Tune in to transform your approach to product bundling and drive scalable success in the SaaS industry.

In this episode:

(00:00) Bundling, common misconceptions about bundling, strategic bundling, solving more problems for the customer and paving the way for future sales.

(06:00) While bundles can drive growth, a bundle that’s too large or complex can actually backfire, creating friction during both the sales process and customer renewal periods.

(08:29) How to combine products effectively to create bundles that add value for customers. Solving a sequence of problems, reducing context-switching for users, and creating economies of scale during implementation are key, all while being mindful not to overcomplicate things.

(09:00) The most common types of bundles: ad hoc, framework, soft, and hard bundles. Marcos explains why ad hoc bundling is a mistake and outlines the benefits of using soft bundles, where products are sold together to solve complementary problems. He also shares a strategy for bundle pricing and emphasizes the importance of aligning product use cases and simplifying implementation.

(12:00) Understanding customer use cases and ensuring that bundled products naturally complement each other to enhance value and support sustainable customer retention. Practical tips on avoiding common bundling mistakes and ensuring smooth implementation and onboarding processes.Welcome to Street Pricing, the only show where proven SaaS (Software as a Service) leaders share their mindset and mistakes in pricing so we can all stop guessing and start growing. Street Pricing is hosted by Pricing I/O CEO and Pricing Coach, Marcos Rivera, sought after slayer of bad pricing. With 20 years of pricing expertise, he has helped price over 200 SaaS products and coached over 100 SaaS CEOs and counting! From the streets of the Bronx to CEO, Marcos wants to take the guessing out of pricing.

Price Punch: Pricing Hustle Lessons | Fynn Glover (Schematic)

Saison 1 · Épisode 32

mardi 5 novembre 2024 • Durée 32:02

Are you facing engineering bottlenecks with your pricing systems? Discover how early decisions can impact your SaaS scalability and what you can do about it.

Join me for a game-changing conversation with Fynn Glover, the visionary co-founder and CEO of Schematic. Fynn opens up about his entrepreneurial journey from lifestyle media to B2B SaaS, where he confronted the daunting challenges of scaling a company due to pricing pitfalls. His candid story reveals the pivotal lessons learned from instinct-driven pricing errors and how these hurdles led to the creation of Schematic, a solution dedicated to demystifying complex SaaS pricing structures.

We uncover the critical importance of understanding customer willingness to pay, especially when your business is in its infancy. Through Fynn's experiences and my own, we emphasize the power of engaging potential customers early on—at least 50 conversations deep—to truly gauge market interest. This strategic approach helps mitigate risks and unlocks a product's perceived value. Discover the essential questions that can reveal customer urgency and the external factors influencing purchasing decisions, equipping SaaS founders with actionable insights to build a robust pricing strategy from the outset.

Pricing systems in high-growth companies often face integration challenges, demanding foresight and strategic engineering decisions. We share firsthand experiences where seemingly simple pricing tweaks became major engineering undertakings, highlighting the need for adaptable systems that support swift, impactful business choices. Looking ahead, we explore the evolving landscape of SaaS pricing and packaging, the empowerment of B2B buyers, and the transformative influence of AI on software solutions.

In this episode:
(00:00) Intro and background of Fynn Glover, journey from founding a lifestyle media company to transitioning into B2B SaaS, emphasizing the critical missteps in instinct-driven pricing models that hindered growth and led to the creation of Schematic.

(0:08:19) The importance of understanding customer willingness to pay in the early stages of a business. Fynn advocates for extensive conversations with potential customers to validate market interest and reduce risk, thereby informing effective early-stage strategy development.

Price Right, Grow Fast: AI and Innovation in SaaS | John Kotowski (PricingSaaS)

Saison 1 · Épisode 31

mardi 22 octobre 2024 • Durée 45:33

Why are 77% of companies hesitant to change their pricing despite inflationary pressures, and what can be done to overcome this fear?

Today I welcome special guest John Kotowski, co-founder of PricingSaaS for an enlightening conversation that unravels the intricate dance of strategic pricing, showcasing how it can be the linchpin driving your company's success. We dissect the challenges and rewards of implementing sophisticated pricing models without relying on a sales team, and examine how meticulous analysis uncovers churn and expansion opportunities. Even subtle pricing adjustments can yield significant revenue gains. Through stories of overcoming complexity and aligning product features with pricing paths, we lay out a pragmatic roadmap to achieving those sought-after revenue targets.

Turning to the future, we turn to the powerful yet complex realm of AI monetization. From companies like Notion and Algolia experimenting with add-ons to outcome-based pricing models, we explore the evolving landscape where AI features are not just enhancements but value propositions in themselves. With a keen focus on experimentation and infrastructure, we highlight the challenges and triumphs of monetizing AI, ensuring you walk away armed with insights to navigate the rapidly shifting sands of SaaS pricing.

In this episode:
(00:00) Intro and background of Pricing SaaS co-founder John Kotowski
(04:05) Managing Complexity in Pricing Strategy - Managing product-led growth strategy, utilizing data analysis, and aligning features with upgrade paths.
(10:26) Master pricing and monetization as a product leader, secure small wins, and progressively make bolder moves for business growth
(15:50) Invest in tooling and infrastructure for successful monetization, exploring pricing strategies and trends, addressing challenges to capture value
(27:14) Excessive discounts can lead to customer challenges. The importance of product stickiness
(31:29) Monetizing AI Features in Pricing – About half of tech companies are experimenting with different pricing models for AI features, including add-ons and outcome-based pricing, while also creating new AI-driven products (46:09) Favorite jams - Nirvana as a 90s teen

Going Solo to Scale by Raising my Pricing 20X | John T. Meyer (Leadmore)

Saison 1 · Épisode 30

mardi 8 octobre 2024 • Durée 34:30

Want to future-proof your creative business against the ever-evolving landscape of technology and globalization? John T. Meyer dives into the future of creative entrepreneurship and offers actionable advice on niche specialization and leveraging AI.

Marcos engages in a compelling conversation with John, founder of Leadmore, on the nuances of creative entrepreneurship. This episode dives into Meyer's transformative journey from running a successful design agency to coaching creative entrepreneurs. Meyer emphasizes the importance of value-based pricing over effort-based pricing, illustrating how understanding the true worth of creative work can lead to higher revenue and greater client satisfaction. He provides actionable advice on tackling common entrepreneurial challenges, such as managing multiple roles and prioritizing tasks, while highlighting the benefits of leveraging virtual assistants and contractors through his "No More Solo" coaching program. The conversation also explores future trends in creative entrepreneurship, including the impact of technology, globalization, and niche specialization. Meyer shares his vision for helping solopreneurs build scalable, million-dollar businesses and reflects on the influence of music on his entrepreneurial journey.

In this episode:
(00:00) John Meyer shares his journey from creative agency to coaching entrepreneurs on scaling and leveraging with effective pricing strategies.

(11:28) Value in Pricing and Experience - Value in the creative industry: shifting from effort-based to value-based pricing, communicating worth, understanding feedback, and re-bundling services.

(20:05) "No More Solo" program helps entrepreneurs scale their business by delegating tasks and focusing on high-value tasks for growth.

(27:59) Technology, globalization, AI, niche specialization, solopreneurship, and music's influence on our formative years.

(32:43) Favorite jam growing up

(33:52) Words of wisdom, advice, lessons on pricing and growth in coaching, with insights from John's million-dollar agency experiences. Welcome to Street Pricing, the only show where proven SaaS (Software as a Service) leaders share their mindset and mistakes in pricing so we can all stop guessing and start growing. Street Pricing is hosted by Pricing I/O CEO and Pricing Coach, Marcos Rivera, sought after slayer of bad pricing. With 20 years of pricing expertise, he has helped price over 200 SaaS products and coached over 100 SaaS CEOs and counting! From the streets of the Bronx to CEO, Marcos wants to take the guessing out of pricing.

How to Scale Sales with Pricing | Jon Rydberg (Align Advisory Group)

Saison 1 · Épisode 29

mardi 24 septembre 2024 • Durée 35:18

Are freemium models confusing your customers and costing you sales? Find out why Jon Rydberg advocates for guided paid trials over freemium models and how this strategy can significantly boost your software's success.

In our insightful conversation, Jon, the Founder and Principal of Align Advisory Group, takes us through his fascinating journey from VP of Sales to becoming an independent consultant. We dive deep into the complexities of pricing strategies, the pitfalls of multiple pricing tiers, and how educating customers about price increases can significantly impact win rates. We then shift our focus to the critical choice between freemium and trial-based models, especially for complex, enterprise-grade software platforms. Jon and I dissect the challenges of implementing a freemium model that requires extensive configuration and support, ultimately finding that guided paid trials were a more effective solution. We also discuss the importance of collecting feedback to adjust pricing strategies, ensuring they are well-aligned with the support and infrastructure available for SMBs.

In our final segment, we explore effective pricing strategies for sales success, with a spotlight on value-based pricing for pilot programs. John shares practical tips on setting appropriate pilot fees, covering costs, and offering pilot fee credits towards future contracts to enhance conversion rates. We also touch on the future of pricing and sales, emphasizing the role of transparency in pricing to attract more educated and qualified leads, saving time and reducing frustration. Tune in for a comprehensive guide on mastering the art of pricing in the B2B SaaS landscape!

In this episode:

(00:00) Jon Rydberg discusses his transition from VP of Sales to pricing expert. He highlights the challenges of aligning enterprise pricing with an SMB target audience.

(11:20) The Path From Freemium to Trials - the strategic decision-making process between freemium and trial models. Jon shares insights on why guided paid trials are more effective for complex software platforms.

(15:22) Jon elaborates on value-based pricing for pilot programs, focusing on cost coverage and client commitment. He provides practical tips to enhance conversion rates and secure multi-year deals.

Pricing Fraud with Finesse | Tyler Adams (CertifID)

mardi 10 septembre 2024 • Durée 41:37

What if your real estate transaction could be hijacked by cybercriminals in mere seconds?

Join me in a discussion with Tyler Adams, co-founder and CEO of CertifID, around the alarming realities of wire fraud in the real estate industry. With a shocking $12.5 billion lost to cybercrime last year according to the FBI, Tyler unveils how fraudsters exploit trust and rapid money movement in real estate deals, and how CertifID is on a mission to secure these transactions through identity verification and robust security measures.

Tyler shares how increasing awareness of fraud risks and changes in insurance coverage have driven a growing appreciation for their product. We discuss the initial resistance to subscription models due to the cyclical nature of the industry, and how this led to the creation of a more tailored annual license plus transaction-based pricing approach—aligning costs more closely with customer value and market dynamics. Tyler explains the transition to a hybrid billing model, balancing subscription and per-transaction fees, and the continuous adaptation required to meet customer needs. We also explore how CertifID navigates the challenges of transitioning existing clients to new pricing structures. This episode is a must-listen for anyone interested in preventing wire fraud and mastering effective pricing strategies.

In this episode:

(00:00) Tyler Adams, CEO of Certified, discusses wire fraud in real estate, and overview of FBI’s fraud report -$12.5 billion lost to cybercrime in one year (reported)

(04:50) Challenges convincing businesses to adopt paid security measures, entering the market with a unique fraud prevention solution, evolving perception of its value, challenges of pricing models, and shift to annual license plus transaction-based pricing

(13:00) Complexity of balancing predictability and flexibility in pricing models

(22:05) What’s working right now in real estate security and pricing, addressing multiple money movements within a single real estate transaction

(28:30) Sales team approaches to customers and commission structures

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