AI Turbulence: What Delta’s Pricing Experiment Means for SaaS

In this episode of the Street Pricing Podcast, Marcos Rivera reconnects with Evan Munsing of Corbel Capital Partners to explore the art (and pain) of pricing pivots. From his days as a Marine Corps officer to roles as consultant, operator, and now investor, Evan brings a rare multi-angle perspective on how pricing shapes value creation.

He recounts a company’s evolution from sneaker resale to B2B SaaS, highlighting the shifts from buy/sell arbitrage to transaction fees, revenue share, and finally SaaS licensing. Along the way, Evan and Marcos unpack why revenue share models often break, why certainty is worth paying for, and how investors sniff out pricing problems in the boardroom.

The conversation ends with hard-earned lessons for SaaS leaders: pricing must lead the pivot, not follow it, and nothing reveals the truth about your product faster than charging for it.

 

CHAPTERS

00:00 Introduction – Marcos welcomes Evan Munsing

01:01 Evan’s background: Marine, consultant, operator, investor

03:59 Pivoting a sneaker resale startup through multiple business models

07:16 From consumer resale to tech-enabled services

09:39 Transaction fees to revenue share

12:32 Pivoting again into B2B SaaS

13:44 The pitfalls of revenue share and value capture

16:11 Raising upfront fees, reducing revenue share

17:26 Growth vs. customer commitment in SaaS pricing

21:17 Why seat pricing misaligns with value

22:47 The CFO’s need for predictability

26:25 Scenario planning, true-ups, and true-forwards

31:18 Pricing as a core part of any pivot

34:45 Pricing as truth: feedback loops from customers

35:57 Boardroom tells that pricing isn’t working

39:17 Evan’s music pick: Jason Isbell, and life lessons from “If We Were Vampires”

40:34 Closing thoughts: value every moment

 

TAKEAWAYS

• Pricing is strategy, not an afterthought—bring it forward in any pivot.
• Transaction fees, revenue share, and SaaS licensing each come with trade-offs—know when to evolve.
• Value share models create disputes and working capital strain; upfront fees drive customer commitment.
• CFOs crave predictability—companies should structure pricing around certainty, even if it costs more.
• True-up and true-forward models balance flexibility with financial clarity.
• Changing your price reveals real customer value faster than surveys or feedback.
• Investors watch for disappearing KPIs and “too-good-for-too-long” stories as red flags.