Ajit is best known for his book on SaaS pricing - Price To Scale. He was the head of pricing and product marketing at Narvar. And then became the Director of Product Management - Pricing and Packaging at Twilio. He’s the Pricing chair at Pavilion and does Price consulting for startups. he also has a course on Maven called The Art of Monetization. Just recently he founded his own company Monetizely which is “a new way of doing CPQ”.
In this 45-minute episode, we dive deep into pricing optimization and implementation - when and how to go about it, what are some pitfalls you should avoid and much more.
In this episode we cover:
(00:00) Ajit’s Background
(03:20) His book - Price to Scale
(06:03) Who should own pricing in organizations
(07:05) 3 common mistakes orgs make with their pricing
(10:32) Why companies don’t prioritize pricing and when they should invest in it
(14:42) Why pricing implementation is tougher than strategizing and how to go about it
(17:07) Who should own pricing at different stages of a company?
(19:00) Quote to Cash and CPQ
(22:31) How Ajit turned around a failed pricing implementation at Narvar
(28:53) Lightning round
How to reach Ajit:
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