Why Pricing Deserves A Seat At The Strategy Table Street Pricing With Marcos Rivera podcast

Why Pricing Deserves a Seat at the Strategy Table

11d ago 41:57

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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

We made every mistake possible.

Strategy and pricing go hand in hand.

The messy middle is okay, embrace it.

KEYWORDS
B2B SaaS, pricing strategy, customer success, growth, go-to-market, private equity, sales cycles, customer feedback, enterprise sales, startup journey, sales process, strategy, pricing, unique value proposition, B2B SaaS, technology integration, entrepreneurship, customer success, AI, growth

TAKEAWAYS

● Ali Mamujee has a background in B2B SaaS and investment banking.

● Mercatus aimed to fill a gap in managing complex renewable energy assets.

● The importance of pivoting and adapting strategies in startups.

● Data-driven decision-making is crucial for pricing strategies.

● Customer conversations can reveal valuable insights about pricing.

● Aligning management teams is essential for effective pricing strategies.

● Understanding customer needs can lead to better product positioning.

● Removing friction in sales processes can enhance customer experience.

● The significance of naming features to enhance perceived value.

● Regular win-loss interviews can improve sales and pricing strategies. Small tweaks can have a compounding effect on sales cycles.

● Pricing is the ultimate expression of strategy.

● Being unique is more valuable than being better.

● Sales proposals should reflect the ease of the product.

● Communication in B2B SaaS needs to be more human.

● Sales cycles don't have to be lengthy; urgency is key.

● Customer success managers can become effective product managers.

● Technology integration often leads to half-baked implementations.

● Embrace the messy middle of entrepreneurship; it's part of growth.

● Building relationships is crucial during the entrepreneurial journey.

RESOURCES:
Ali Mamujee LinkedIn: https://www.linkedin.com/in/alimamujee/
The Moat (Newsletter): https://www.themoatnewsletter.com/
Only the Paranoid Survive by Andrew Grove: https://a.co/d/7wTSFby
The Messy Middle by Scott Belsky: https://a.co/d/2HaR2Jl
Marcos Rivera LinkedIn https://www.linkedin.com/in/marcoslrivera/
Marcos Rivera X https://x.com/PRICINGIO
Pricing I/O https://www.pricingio.com/
Street Pricing Book: https://a.co/d/hlMzaM3
Want more information?: [email protected]

The Street Pricing Podcast

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 guesswork out of pricing.

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