Price Punch: Pricing Hustle Lessons | Fynn Glover (Schematic)

Street Pricing with Marcos Rivera

Are you facing engineering bottlenecks with your pricing systems? Discover how early decisions can impact your SaaS scalability and what you can do about it.
Join me for a game-changing conversation with Fynn Glover, the visionary co-founder and CEO of Schematic. Fynn opens up about his entrepreneurial journey from lifestyle media to B2B SaaS, where he confronted the daunting challenges of scaling a company due to pricing pitfalls. His candid story reveals the pivotal lessons learned from instinct-driven pricing errors and how these hurdles led to the creation of Schematic, a solution dedicated to demystifying complex SaaS pricing structures.

We uncover the critical importance of understanding customer willingness to pay, especially when your business is in its infancy. Through Fynn's experiences and my own, we emphasize the power of engaging potential customers early on—at least 50 conversations deep—to truly gauge market interest. This strategic approach helps mitigate risks and unlocks a product's perceived value. Discover the essential questions that can reveal customer urgency and the external factors influencing purchasing decisions, equipping SaaS founders with actionable insights to build a robust pricing strategy from the outset.

Pricing systems in high-growth companies often face integration challenges, demanding foresight and strategic engineering decisions. We share firsthand experiences where seemingly simple pricing tweaks became major engineering undertakings, highlighting the need for adaptable systems that support swift, impactful business choices. Looking ahead, we explore the evolving landscape of SaaS pricing and packaging, the empowerment of B2B buyers, and the transformative influence of AI on software solutions.

In this episode:
(00:00) Intro and background of Fynn Glover, journey from founding a lifestyle media company to transitioning into B2B SaaS, emphasizing the critical missteps in instinct-driven pricing models that hindered growth and led to the creation of Schematic.

(0:08:19) The importance of understanding customer willingness to pay in the early stages of a business. Fynn advocates for extensive conversations with potential customers to validate market interest and reduce risk, thereby informing effective early-stage strategy development.

(0:15:00) Most common challenges high-growth companies face in managing pricing changes across various system stacks. Fynn illustrates how early engineering decisions can impede scalability and emphasizes the necessity of foresight to avoid costly setbacks, highlighting the often-neglected prioritization of monetization in product development.

(0:25:13) The evolving landscape of SaaS pricing and packaging standards, reflecting on the separation of concerns between business and engineering decisions. As B2B SaaS buyers demand greater flexibility, the role of AI in integrating cost implications into usage-based billing presents an open question for future software and business strategies.

(0:27:30) Reflections on the transformative role of AI in software, underscoring its dual nature as both a tool and a creator.

(0:33:44) Favorite jams - Mark Knopfler

Welcome to Street Pricing, the only show where proven SaaS (Software as a Service) leaders share their mindset and mistakes in pricing so we can all stop guessing and start growing. Street Pricing is hosted by Pricing I/O CEO and Pricing Coach, Marcos Rivera, sought after slayer of bad pricing. With 20 years of pricing expertise, he has helped price over 200 SaaS products and coached over 100 SaaS CEOs and counting! From the streets of the Bronx to CEO, Marcos wants to take the guessing out of pricing.

Resources:
Fynn Glover LinkedIn
Schematic
Marcos Rivera LinkedIn
Book: Street Pricing
Email Street Pricing for a consultation