2 min read Free

Internationalization and International GTM Series #1: Product/System Internationalization vs. International GTM: Which One Are You Actually Doing?

Product internationalization and international go-to-market are distinct tracks that must be sequenced and coordinated. Technical readiness without commercial strategy wastes investment; selling into a market before the product can serve it converts avoidable product gaps into churn.
3 min read Free

Pricing and Packaging Series #10: AI Changes Pricing Models, Not Pricing Principles

AI changes software cost structures and makes usage-based packaging more relevant, but it does not repeal pricing fundamentals. Segmentation, metric selection, and alignment between charges and customer value remain the framework for separating durable monetization choices from hype.
3 min read Free

Pricing and Packaging Series #9: Pricing Changes Are Operational Changes

A pricing change is a company-wide migration, not a webpage update. Grandfathering, opt-in, or forced transition must be documented and coordinated across sales, billing, contracts, communication, and renewals to improve economics without creating churn, confusion, or lasting trust damage.
2 min read Free

Pricing and Packaging Series #8: Value Communication Is Part of the Pricing System

Pricing works only when buyers can defend the purchase through managerial, financial, procurement, and renewal scrutiny. Outcome language, credible value quantification, and clear tier logic turn a reasonable number into an internally explainable decision.
2 min read Free

Pricing and Packaging Series #7: Pricing Changes the Company, Not Just the Revenue Line

Pricing choices create a second operating system for the company, redirecting product priorities and reshaping sales, finance, and customer success behavior. Leaders must evaluate changes by the organizational incentives and conflicts they create, not revenue alone.
2 min read Free

Pricing and Packaging Series #6: Enterprise and Self-Serve Are Different Packaging Problems

Self-serve and enterprise customers do not merely occupy different price points; they buy through fundamentally different systems. Packaging must reflect each motion’s contracts, compliance, decision process, and tolerance for complexity, or it creates friction for both.
2 min read Free

Pricing and Packaging Series #5: Discounts Are Usually Telling You Something

Repeated discounts are diagnostic evidence of failures in packaging, segmentation, or value communication. Auditing where concessions cluster reveals the real price, prevents buyers and sellers from treating list price as fiction, and directs attention to the underlying design problem.
3 min read Free

Pricing and Packaging Series #4: Seat, Usage, Hybrid, Outcome: The Model Tradeoffs

Seat, usage, hybrid, and outcome pricing are not interchangeable fashions; each aligns value, predictability, and organizational demands differently. Choosing well requires matching the model to customer behavior and deliberately accepting its characteristic costs alongside its benefits.

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