Pricing and Packaging: The Ultimate Guide in Getting Your Price Right with Dan Balcauski

<p><strong>Dan Balcauski</strong> was a program leader for Northwestern University, where he also went to school seven years prior. He is the founder and Chief Pricing Officer of Product Tranquility, a company that helps high volume B2B SaaS CEOs define pricing and packaging for new and existing products.</p> <p>In this episode, Dan talks about pricing and packaging and how he applies its principles in helping B2B SaaS companies.</p> <p> </p> <p><strong>Why you have to check out today’s podcast:</strong></p> <ul> <li>Learn about the similarities and differences of pricing model and pricing metrics</li> <li>Discover the fundamental principles of how to decide which features to put on which packages</li> <li>Understand why there is no such thing as absolute and optimal pricing </li> </ul> <p><br /> <strong>“You don't really have a choice of whether you will have a pricing conversation with your customer. The only decision you get to make is when you're going to have that conversation. So I recommend having it as soon as possible.”</strong> <br /> – <em>Dan Balcauski</em></p> <p> </p> <p><strong>Topics Covered:</strong></p> <p>01:13 – How Dan got the title “Chief Pricing Officer”<br /> 02:04 – The work that Product Tranquility does<br /> 02:16 – Dan’s thoughts on packaging<br /> 04:31 – How Dan defines pricing metrics and pricing model<br /> 10:24 – How Dan decides which features go to which packages<br /> 16:50 – Dan’s thoughts on good, better, best packaging<br /> 18:51 – How to decide if a specific feature shall go to good, better, or best packages<br /> 21:21 – How you should name your packages if you want to call them other than “good, better, and best” packages<br /> 23:24 – Dan’s favorite thing to share people about pricing and packaging<br /> 26:08 – Do product managers use the word “value” the same way that pricing people do?<br /> 28:27 – Dan’s pricing advice<br /> 29:58 – Connect with Dan Balcauski</p> <p> </p> <p><strong>Key Takeaways:</strong></p> <p>“When it comes to, especially SaaS pricing, most exec