The Pricing Guys

S3E3 - The New iPhone Pricing Strategy

In this episode of The Pricing Guys, Avy and Michael unpack ‬Apple's latest iPhone pricing move and why holding price flat while adding value is more strategic than it looks.
What starts as a discussion about the new iPhone and iPad turns into a broader conversation about price-volume tradeoffs, consumer caution, and what it means when a category leader decides not to take price. They explore whether Apple is responding to softer demand, a broader flight to value, or a more mature, replacement-driven market where upgrades are no longer automatic.
Subscribe to The Pricing Guys Podcast for more conversations on pricing, competition, and revenue management.
More info - revenueml.cm

S3E2 - The Death of Seat Based SaaS

Seat-based SaaS pricing helped fuel the software boom for more than a decade. But that model is starting to show cracks.
In this episode of The Pricing Guys, Michael and Avy unpack why many technology companies are moving away from traditional seat-based subscriptions and exploring usage-based or hybrid pricing models. Ironically, the same industry that popularized subscription pricing is now leading the shift away from it.
AI is a major driver. As companies automate work and reduce headcount, the number of seats they need for tools like development platforms, HR systems, and productivity software is shrinking. That creates real pressure on SaaS revenue models that were built around charging per user.
The conversation digs into what companies are doing in response. Should they move fully to usage-based pricing? Should they combine fixed and variable components? And how do they ensure the pricing metric actually grows with the customer rather than encouraging behaviors that reduce revenue?
Michael and Avy also explore one of the most overlooked issues in pricing design: expandability. The best pricing metrics encourage customers to naturally use more of the product over time. The wrong metrics can do the opposite, pushing customers to game the system or limit usage.
They also discuss why simplicity matters. Many companies introduce too many pricing metrics, which confuses both customers and their own sales teams.
Seat-based pricing may not be dead, but it is clearly evolving. The challenge for SaaS companies now is designing models that reflect real customer value while remaining simple, scalable, and aligned with how products are actually used.
 
Learn more - revenueml.com

S3E1 - The Price Guess Challenge

Michael and Avy are back for Season 3 of The Pricing Guys.
To kick things off, we’re testing a simple question. Do pricing experts actually know the price of everyday products? From hotel water bottles to Hugo Boss t-shirts, baby formula, marinara sauce, and Excel gum, we put our instincts to the test in a rapid-fire guessing game. Some answers are close. Others not so much.
It’s a good reminder of something pricing professionals know well. Price perception is rarely as clear as we think.
Watch to see who ends up the champ of price guessing.
revenueml.com

Special Announcement - 2026 Executive Pricing Benchmark Report

The 2026 Executive Pricing Survey Results Are In
In this special announcement from the Pricing Guys, Michael Stanisz and Avy Punwasee share early insights from RML’s latest research.
Drawing on input from over 330 executive leaders, the 2026 Executive Pricing Benchmarks looks at how pricing performed in 2025, where leaders set targets, what was actually achieved, and how pricing is shaping plans for 2026.
The data points to a clear shift. Pricing carried growth over the past few years, but volume pressure and changing buyer behavior are now forcing leaders to rethink what comes next.
To see the summary and download the full report, visithttps://revenueml.com/insights/2026-executive-pricing-benchmarks
#PricingStrategy #PricingBenchmarks #RevenueManagement #ExecutiveInsights #PricingTrends

S2E12 - 4 Pricing Trends to Watch in 2026

To wrap up season two, Avy and Michael share the four pricing trends that will define 2026. 
You will hear their take on hybrid pricing models, the need for simpler pricing structures, the continued growth of outcome based pricing, and why low cost entry points matter more as budgets tighten.
A clear, practical outlook for anyone planning pricing or revenue strategy for the new year. Season three returns in 2026.

S2E11 - Are Subscription Models Right for Every Business

A barbershop in London offering a monthly haircut subscription sparked a bigger question for us. Have subscription models stretched too far or are they simply evolving into new industries?
In this episode, we break down the real tradeoffs behind subscription pricing. We look at retention goals, churn signals, capacity limits, customer behavior, tipping dynamics, and why fixed capacity businesses like barbershops and car washes face very different challenges than software or streaming. We also explore the growing push toward subscriptions in B2B services, where scheduled visits and predictable demand can help boost loyalty and lifetime value.
We talk about customer fatigue too. With people juggling dozens of monthly charges across music, streaming, services, and apps, how should businesses think about adoption, price increases, and the risk of accidental churn?
If you have seen a subscription model that feels wild or unexpected, send it our way. We might feature it on a future episode.
Listen now to find out whether subscription models truly fit every type of business and where this trend is headed next.
#SubscriptionPricing #BusinessModels #PricingStrategy #ConsumerBehavior #B2B #RecurringRevenue #PricingPower #CapacityManagement #CustomerExperience #ThePricingGuys
 
 

S2E10 Interview with Tareq Hadhad: Why Purpose Is the Most Valuable Investment

Tareq Hadhad, founder and CEO of Peace by Chocolate, joins The Pricing Guys to share why purpose is not a cost. It is an investment that builds trust, pricing power, and long-term brand strength. He explains how real premium pricing comes from story, experience, and service rather than a higher sticker price.
We also dive into how Gen Z votes with their wallets, rewarding companies that act with authenticity and consistency. Purpose and profit can grow together when brands commit for the long haul.
Learn more:Revenue Management Labs: https://revenueml.comPeace by Chocolate: https://peacebychocolate.ca
#GenZ #ConsumerTrends #Leadership #Growth #PeaceByChocolate #community #pricing

Teaser - John Shulman Interview

"Any pricing strategy is only as effective as your sales or account management team’s ability to execute it."
Quick excerpt from interview with John Shulman from Alignor.
Full episode: https://open.spotify.com/episode/03ge4jgCTZaM2V9PMcY1IQ?si=ccef6460017146bc
 
#pricingstrategy #alignment #sales #accountmanagement

S2E9 - Why Pricing Fails Without Sales Alignment

A pricing strategy can look great on paper, but it only works if sales and account teams can execute it confidently in the market. In this episode, Avy and Michael speak with John Shulman from Alignor about how to bridge the gap between pricing recommendations and real outcomes with customers.
John shares practical tools, cultural considerations, and leadership approaches that help organizations align pricing and sales, reduce resistance, and drive stronger commercial performance.
Key takeaways:• Pricing success depends on sales execution• Pricing is 30/70. Thirty percent numbers, seventy percent people• Collaborating early reduces pushback later• A shared framework and language between pricing and sales improves outcomes
Listen for practical steps you can apply right away.

S2E8 - The Most Polite Price Increase in History

In this episode of The Pricing Guys, Avy and Michael unpack the viral Akagi Nyugyo “price apology” and use it to explore how to communicate price changes well. They break down three lenses every price message should address fairness, value, and negotiation and why Akagi’s company-wide, transparent apology resonated culturally in Japan (and why it’s unlikely in North America).