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.
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