Cristian VargaDrove ARR uplift of up to 55% as pricing consultant for SaaS firms

“Most B2B pricing fails because the team picks a metric before they understand what the buyer actually values. I start by quantifying the economic outcome, then choose a metric buyers already trust, and price at 10–30% of the value created.”

Fynn GloverLed pricing for $30M ARR B2B SaaS platform

“I used to think pricing was an optimization problem, but running pricing at Automox across $30M ARR taught me it's really a negotiation between value, who you want to serve, and what your systems can actually bill without chaos.”

Steven ForthLed pricing design for B2B SaaS customers

“I spent years watching B2B SaaS teams price by benchmarking competitors and then wonder why their salespeople defaulted to discounting. The cost of that approach is a pricing system that looks optimized but collapses under pressure because nobody built the value model underneath it. What I do now is start with how, for whom, and when the product creates value, and let the metric and the number follow from that.”

Bob SolomonMonetized Ariba Network as Sr. VP/GM, shaping B2B pricing

“I usually start a pricing engagement by asking what value metric the customer actually scales with: users, transactions, spend, documents, or something else, because how you charge usually matters more than how much.”