21. SaaS Value Packaging with Dan Balcauski (Product Tranquility)

The theme of our 21st podcast episode is SaaS Value Packaging.

Joining our host Jeremy Balius to discuss all things SaaS pricing strategy and value packaging is Dan Balcauski from Product Tranquility.

Summary

In this conversation, Dan Balcauski discusses the intricacies of SaaS pricing and value packaging, sharing insights from his extensive experience in the field. He emphasizes the importance of understanding customer value over merely setting a price, and highlights common mistakes that companies make in their pricing strategies.

The discussion also covers the psychological aspects of pricing, the impact of product launches, and the distinctions between pricing and packaging in the B2B software world. In this conversation, Dan Balcauski discusses the intricate relationship between customer value and pricing strategy in the B2B SaaS market. He emphasizes the subjective nature of value, the importance of understanding customer perceptions, and the frameworks that can help businesses articulate and communicate their value effectively.

The discussion also covers the challenges of differentiation in a competitive landscape, the role of brand perception, and best practices for revisiting pricing strategies to adapt to market changes.

About Dan Balcauski

Dan Balcauski is the founder and Chief Pricing Officer at Product Tranquility, where he focuses on helping high-volume B2B SaaS CEOs define pricing and packaging for new products. He is a TopTal certified Top 3% Product Management Professional and helps teach Kellogg Executive Education course on Product Strategy.

Over the last 15 years, Dan has managed multiple products throughout the product life-cycle from new concept incubation, product launch, product maintenance, platform transitions, and end of life. Dan has worked in both consumer and B2B companies across consumer internet, mobile, IT software, and test and measurement hardware and software and company sizes ranging from startups to publicly traded multi-national enterprises.

Connect with Dan on LinkedIn.

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Go-to-Market Playmakers is where B2B Tech and SaaS founders, leaders, and industry playmakers share the strategies that drive real results. Join host Jeremy Balius for winning GTM strategies from the industry’s best.

Each episode unpacks the moves, insights, and lessons from industry playmakers who’ve successfully navigated the complexities of taking products and services to market.

Whether you’re scaling a SaaS company, refining your revenue strategy, or leading a GTM motion, this podcast delivers actionable insights, real-world experiences, and proven frameworks to accelerate your success.

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