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- Co-founded ProfitWell, a company that provides revenue automation products.
- ProfitWell's products are used by 30,000 companies.
- Discusses pricing and discounting strategies for generating optimal revenue from subscriptions.
- Believes that RevOps should encompass sales, marketing, and customer success operations.
- Advocates for changing pricing strategies regularly, ideally every quarter or month.
- Recommends having a pricing committee that includes sales, marketing, finance, and customer success or product marketing.
- Suggests that RevOps professionals should bring a data layer and version control to pricing discussions.
- Emphasizes the importance of having a good billing system for subscription companies.
- Warns against excessive discounting, noting that discounts over 20% can double churn rates in B2B SaaS.
- Believes that the subscription revenue model is unique in building customer relationships into how money is made.
- Recommends that companies should change something about their pricing every quarter.
- Suggests that larger companies should start with localization when updating pricing strategies.
- Hosts the RevOps and Hops podcast.
- Has sent about 70 million surveys through ProfitWell.
- Noted that the willingness to pay for software features has decreased by about 70% over the past 10 years.
About DealHub
DealHub is a top-rated CPQ and Revenue Platform ranked #10 in G2's Top Sales Products for 2024, handling $163 billion in transactions and serving customers in 182 countries.
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