GTM Crossroads Podcast Ep #09: Navigating the Pricing Landscape in SaaS
In the ninth episode of GTM Crossroads, RevPartners CEO Brendan Tolleson sits down with OutboundSync Founder Harris Kenny, and RevPartners Chief Evangelist Rob Jones to discuss the real-world implications of usage-based pricing, the role of buyer psychology, and how to position value clearly without causing confusion.
They also touch on the trade-offs between capturing value and driving adoption, the limitations of results-based pricing models, and why traction often matters more than perfection.
Check it out! 👇
5 Minute Rundown:
Pricing Might Be Boring But It Changes Everything
Pricing often gets ignored because it’s not as flashy as product features or marketing campaigns. But behind the scenes, it’s quietly one of the most powerful growth levers. Moving from static plans to usage-based models lets teams align with how customers think about their own needs and workflows.
It’s not just about increasing revenue, it’s about reducing friction in the buying process and making the decision to adopt your product a no-brainer.
Stop Explaining. Start Translating
When buyers don’t get it, they don’t buy. The solution isn’t more explanation, it’s better translation. Teams that frame their value in language buyers already understand make it easier for prospects to connect the dots.
This is especially important in technical products, where too much detail creates confusion. The goal is to mirror how the buyer already thinks and talks about the problem so they instantly see the fit.
Too Many Ideas, Not Enough Focus
Founders and operators are flooded with ideas, but execution demands restraint. The real challenge is not coming up with what to do, it’s choosing what not to do. It’s easy to spread resources thin chasing too many priorities at once.
The teams that win are the ones that get clear on what matters most, block out the noise, and go deep. The path to growth is rarely more effort, it’s more focus.
DIY Is the Future of Revenue Operations
Some buyers want a partner. Others just want to move fast and stay in control. A do-it-yourself experience gives modern operators everything they need, playbooks, tools, and structure, without the friction of sales calls and meetings.
The best DIY models deliver high value at low cost, and meet buyers where they are. It’s a way to scale reach, reduce acquisition barriers, and keep implementation grounded in best practices.
Get Adoption Before You Get Fancy
Before optimizing for margin or playing with packaging, one thing matters more....usage. If people aren’t adopting the product or service, then pricing strategy is irrelevant.
The best companies start by getting real traction. That usage data becomes the foundation for meaningful pricing decisions. Nail adoption first, then scale the rest.
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