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Why we saw negative discounting when we switched to a platform play | Johnny Cheng (ClickUp, Marketo)
Manage episode 444208267 series 3520461
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.
Today’s guest is Johnny Cheng, Senior Director of Pricing and Packaging from ClickUp.
Johnny talks about his beginnings at Marketo as Head of Pricing and Packaging. (3:10) Johnny took a look into the packaging and rebuilt it to better serve the customers. Selling the right value, to the right customer, in the right way. Johnny discusses how he overcame two major hurdles. (7:15) Those two hurdles were building a market site and changing the model and framework. Creating the right tools for sales was helpful for this. He talks about his proudest moment at Marketo, where he launched the new model at the same time as the old model was still available. (12:00)
Marcos and Johnny talk about the results for the new model launch. (16:12) The custom-made plans helped with conversion rates. Johnny discusses his first interaction with Marcos and how he received a ‘5 out of 5’ assessment. (17:53)
Marcoa and Johnny talk about why Johnny came to ClickUp and how it is the fastest growing PLG company. (19:37) They discuss the “secret sauce” of the company, combining hard feature pay walls with usage pay walls. (23:44) Marcos tells listeners with “taste of toggle” means.
Johnny talks about his hopes for the future of pricing and packaging at ClickUp. (26:38)
Marcos and Johnny close out the show by discussing Johnny’s favorite song growing up “Gangsta’s Paradise” By Coolio or anything from Tupac.
Street Pricing streams live on OC TALK RADIO, Orange County's only online business channel, every Friday at 9:00 AM PT and is available for download on all major podcast platforms.
Follow Marcos on LinkedIn
Get your copy Street Pricing: A Pricing Playlist for Hip Leaders in B2B SaaS here
Want a consultation? Email Pricing I/O at info@pricingio.com
36 episódios
Manage episode 444208267 series 3520461
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.
Today’s guest is Johnny Cheng, Senior Director of Pricing and Packaging from ClickUp.
Johnny talks about his beginnings at Marketo as Head of Pricing and Packaging. (3:10) Johnny took a look into the packaging and rebuilt it to better serve the customers. Selling the right value, to the right customer, in the right way. Johnny discusses how he overcame two major hurdles. (7:15) Those two hurdles were building a market site and changing the model and framework. Creating the right tools for sales was helpful for this. He talks about his proudest moment at Marketo, where he launched the new model at the same time as the old model was still available. (12:00)
Marcos and Johnny talk about the results for the new model launch. (16:12) The custom-made plans helped with conversion rates. Johnny discusses his first interaction with Marcos and how he received a ‘5 out of 5’ assessment. (17:53)
Marcoa and Johnny talk about why Johnny came to ClickUp and how it is the fastest growing PLG company. (19:37) They discuss the “secret sauce” of the company, combining hard feature pay walls with usage pay walls. (23:44) Marcos tells listeners with “taste of toggle” means.
Johnny talks about his hopes for the future of pricing and packaging at ClickUp. (26:38)
Marcos and Johnny close out the show by discussing Johnny’s favorite song growing up “Gangsta’s Paradise” By Coolio or anything from Tupac.
Street Pricing streams live on OC TALK RADIO, Orange County's only online business channel, every Friday at 9:00 AM PT and is available for download on all major podcast platforms.
Follow Marcos on LinkedIn
Get your copy Street Pricing: A Pricing Playlist for Hip Leaders in B2B SaaS here
Want a consultation? Email Pricing I/O at info@pricingio.com
36 episódios
Todos os episódios
×1 Crushing Competition with Customer Insight | Eric Weiss (Chaos to Clarity) 40:41
1 Getting Real with RevOps | James McKay (VEN) 36:15
1 Narrative Before the Numbers | Niclas Lilja (Younium) 33:13
1 Mastering the Art of Product Bundling | Marcos Rivera (Pricing I/O) 17:01
1 Price Punch: Pricing Hustle Lessons | Fynn Glover (Schematic) 32:02
1 Price Right, Grow Fast: AI and Innovation in SaaS | John Kotowski (PricingSaaS) 45:33
1 Going Solo to Scale by Raising my Pricing 20X | John T. Meyer (Leadmore) 34:30
1 How to Scale Sales with Pricing | Jon Rydberg (Align Advisory Group) 35:18
1 Pricing Fraud with Finesse | Tyler Adams (CertifID) 41:37
1 Building Up Your Pricing from Zero to Clio | Min FitzGerald (Clio) 32:33
1 How Stripe took a swipe at bundles | Annie Schmidt (Stripe) 38:02
1 Balancing Innovation and Client Needs | Kyle Westra (Maxar Intelligence) 41:16
1 The Intersection of Brand and Pricing | Shannon Deep and Kevan Lee (Bonfire) 37:48
1 Confessions of a Price Guesser: Essential Tips for Entrepreneurs | Paul 'PJ' Jackson (GTM Coach, Mentor & Entrepreneur) 30:39
1 How the 20 year old startup got their groove back | Steve Hamrell (Call Box) 29:45
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