#320 Mastering SaaS Pricing: Dan Balcauski on Strategic Positioning and Customer-Centric Value

The CTO Show with Mehmet Gonullu

In this episode of the CTO Show, Mehmet hosts Dan Balcauski, the founder of Product Tranquility, a consulting firm that assists B2B SaaS CEOs with pricing and packaging strategies. Dan discusses common misconceptions about pricing, emphasizing the importance of focusing more on whom and how you charge rather than on the price itself. He introduces a pricing model comprising four components: Segments, Value, Competition, and Strategy (SVCS), explaining how each plays a crucial role in determining successful pricing strategies. With examples like Apple's approach to maintaining high profits despite a smaller market share, Dan illustrates the necessity of aligning pricing strategy with overall business strategy. He emphasizes the importance of customer value and advises on regularly revisiting pricing to ensure it aligns with company goals and market changes. Dan also highlights the significance of understanding costs, competition, and customer value, suggesting a balanced approach to pricing that includes all these elements. The episode concludes with Dan encouraging businesses to treat pricing as an ongoing process and welcoming further discussions on this critical yet often overlooked topic.

More about Dan:

Dan Balcauski is the founder and Chief Pricing Officer at Product Tranquility, based in Austin, TX. He focuses on helping high-volume B2B SaaS CEOs define pricing and packaging for new products. Over his career, he has worked in both B2C and B2B companies ranging from startups to publicly traded enterprises.

LinkedIn: https://www.linkedin.com/in/balcauski

Website: https://www.producttranquility.com

00:00 Welcome to the CTO Show: Introducing Dan

01:10 Dan Balkowski: The Man Behind Product Tranquility

01:37 Diving Deep into the World of SaaS Pricing

04:41 Unveiling the SVC&S Model for SaaS Pricing

11:24 The Three C's of Pricing: A Comprehensive Guide

22:37 Navigating the Complexities of Pricing Strategies

32:50 The Importance of Regular Pricing Reviews and Adjustments

41:17 Final Thoughts and Where to Find More Insights