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.
Today’s guest is Arnab Mishra, Chief Operating Officer at Xactly. Arnab is a seasoned cloud software executive with an extensive history of leading and collaborating with all departments to drive corporate strategy and execution.
Marcos and Arnab discuss Arnab’s beginnings in pricing. (3:40) Arnab talks about a study that he came across that said, “A 1% improvement in pricing, can deliver a 12% improvement in operating profit.”
Arnab gives his three core principles and objectives that he adheres to: (7:35)
They talk about how important good “Win-Loss Data” and “Opportunity Data” is for SaaS companies and how Arnab was able to convince companies to give the green light on pricing. (12:23) Marcos and Arnab ‘get street’ with the one-size-fits-none approach that a lot of companies have. (18:00) Customer needs can change over time, so pricing and packaging will also need to change to accommodate new features. Arnab uses a ‘Good, Better and Best’ packaging approach.
With the correct systems implemented, Arnab saw a 50% increase in unit pricing, a 20% decrease in discounting, and win rates increased. (23:35) He talks about his internal working group, ‘Pricing Counsel.’ (25:32) This group meets twice a quarter to review all the data that has been collected and talk about certain things they are thinking about implementing, this has created a great forum to discuss. Arnab talks about ROI-based selling, where companies are super focused on efficiency. (27:02) He also relays his hopes for the future of pricing. (28:40)
Marcos and Arnab close out the show by discussing Arnab’s favorite hip-hop artists: Tribe Called Quest and Eminem.
Street Pricing streams live on OC TALK RADIO, Orange County's only online business channel, every Friday at 10:00 AM PT and is available for download on all major podcast platforms.
Follow Marcos on LinkedIn
Get your copy Street Pricing: A Pricing Playlist for Hip Leaders in B2B SaaS here
Want a consultation? Email Pricing I/O at info@pricingio.com
PEDEGO PODCAST: Wander Along with the Wanderpreneurs
Welcome to Let‘s Talk Real Estate: Your Weekly BS with Barry Saywitz
Orange County Elections: Security, Integrity and Auditing
Impact OC-Enriching Lives through the Magic of Theatre
Discover the Potential of Naturally Occurring PCA (protocatechuic acid)
PEDEGO PODCAST: Another EBike Dealer Riding High
Impact OC: Bowers Museum: Enriching Lives through the Finest Arts & Cultures
Ride along with Dr. FeelGood as she uses her eBike in her own recovery.
Impact OC-Encouraging Middle School Girls to Explore STEM event
DRIVEN BY DESIGN-Unique VELOMOBILE
Another Pro GolferTurned EBike Dealer with Overriding Passion for Both
State of Michigan‘s Test Track of the Future for Self-Driving Cars
PEDEGO PODCAST-Actor William Shatner on his EBike adventures
Impact OC-Preparing For Disasters
PEDEGO PODCAST-From the Air Force to the EBike Revolution
Impact OC-Providing Anti-Bullying Services
PEDEGO PODCAST-Michael Murphy on his transformative eBike experience
VETERAN FORCE-Turning our Afghan Vets Into a Powerful Economic Force
LinkedIn Book Promotion
DRIVEN BY DESIGN-Creating a Custom Car
Create your
podcast in
minutes
It is Free
The emPOWERed Half Hour
The Power of Storytelling
NABOR® TALKS
U.S Property Podcast
The Ramsey Show
Planet Money