Is your pricing metric actually tracking what delivers the most value to customers—and could a misalignment be causing hidden churn?
Join me for a data-driven conversation with Pricing I/O data ninjas Sam Blumenfeld, Matthew Duncan, Kyle Eustaquio, Nishita Katere, Jack LoGrasso and Brenden Murden. We demystify what "good data" actually means for SaaS pricing decisions. The team unpacks how to transform "crappy" data into actionable insights by unifying fragmented datasets, tracking feature usage patterns, and analyzing lost deals.
You’ll hear practical survey guidance with specific recommendations on sample sizes, survey length (keep it under 15 minutes!), and when to use methodologies like conjoint analysis versus Van Westendorp. For SaaS leaders struggling with packaging decisions, the experts explain how to identify value patterns in usage data and leverage AI for real-time competitive analysis while maintaining human oversight. This episode delivers concrete frameworks for moving beyond pricing guesswork to data-driven strategy.
In this episode:
(00:00) Marcos introduces six data leads from Pricing I/O who collectively analyze massive amounts of pricing data. Each team member shares their background, from strategic finance and investment analysis to market research and biotech.
(04:05) Navigating the data landscape - “Happy vs. Crappy” - Critical aspects of data quality for pricing analysis, emphasizing the importance of unified data with consistent account IDs, tracking both absolute and relative feature usage, and collecting lost deal information to understand what products aren't selling well.
(19:09) Tips on creating effective pricing surveys, including keeping surveys under 10-15 minutes to avoid respondent fatigue, using neutral language in questions, and adjusting survey methodology based on expected sample size.
(29:11) Examining different pricing survey methodologies, focusing on conjoint analysis for determining feature value.
(36:00) Benefits of customer surveys versus expert interviews, insights on how customer surveys force companies to think from the customer's perspective, while expert surveys provide deeper, more invested responses.
(40:30) “Get out of my way-I” - How AI is transforming pricing analytics by accelerating insights and putting data at the forefront of decision-making.
(44:44) AI applications for competitive data analysis, real-time price adjustments, and processing large datasets, while addressing data privacy concerns when utilizing AI systems for client information.
(45:55) Favorite current jams from the team!
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 guessing out of pricing.
Resources:
Sam Blumenfeld: https://www.linkedin.com/in/sam-blumenfeld/
Matthew Duncan: https://www.linkedin.com/in/matthew-david-duncan/
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