Beyond The Seat Model: How Usage-Based Pricing Is Transforming Product Teams With Product Leaders Brandon Walsh Of Hubspot & James Brown Of Metronome "Unpack Pricing" With Scott Woody podcast

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Beyond the Seat Model: How Usage-Based Pricing is Transforming Product Teams with Product Leaders Brandon Walsh of Hubspot & James Brown of Metronome

15h ago 59:38

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In this episode of Unpack Pricing, James Brown, Chief Product Officer at Metronome, hosts a product leader-to-product leader conversation with Brandon Walsh, Director of PM, FinTech & Billing at HubSpot. Drawing on his experience at Intercom leading monetization, Brandon explains why usage-based billing fundamentally transforms product management, requiring deeper customer focus and making every team a "customer success team." He shares tactical frameworks for creating transparent and fair billing experiences, insights from implementing outcome-based pricing at Intercom, and how AI will shape how companies monetize. They explore how product careers are evolving to require cross-functional expertise, the build-vs-buy decision for billing infrastructure, and why product leaders should view billing as core to customer experience rather than back-office infrastructure. Brandon concludes with his "hot take" on why now is the time to be bold with pricing innovation while maintaining flexibility to iterate quickly.

FULL TRANSCRIPT AVAILABLE HERE:

http://metronome.com/unpack-pricing/beyond-the-seat-model-how-usage-based-pricing-is-transforming-product-teams

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Follow:

James

https://www.linkedin.com/in/james-brown-0238ba23/

Brandon

https://www.linkedin.com/in/brandonwalsh/

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Check out:

Hubspot: https://www.hubspot.com/

Metronome: https://metronome.com/

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Timestamps:

(00:00) Intro

(03:34) The rise of usage-based billing

(04:03) Customer experience in usage-based models

(06:00) How product teams must change

(08:00) Every team becomes customer success

(09:09) Organizational impact and team structure

(10:41) Inbound vs. outbound product management

(12:00) Product leadership and monetization

(17:32) End-to-end customer experience

(18:16) The revenue anatomy framework

(21:53) Building billing experiences in product

(27:46) Billing as product experience

(31:02) Build vs. buy decision framework

(37:00) Managing billing complexity

(40:58) AI's impact on pricing and billing

(47:34) Agent pricing and outcome-based models

(54:26) Hot takes: The future of pricing

(59:14) Wrap

8 episodes