{"version":"1.0.0","segments":[{"speaker":"Matt Wolach","startTime":6.06,"endTime":8.28,"body":"Hello, and welcome"},{"speaker":"Matt Wolach","startTime":6.06,"endTime":8.28,"body":"to Scale Your SaaS. Thank you"},{"speaker":"Matt Wolach","startTime":8.28,"endTime":10.59,"body":"very much for joining us really"},{"speaker":"Matt Wolach","startTime":8.28,"endTime":10.59,"body":"glad to have you here. By the"},{"speaker":"Matt Wolach","startTime":10.59,"endTime":13.44,"body":"way, if that's your goal to"},{"speaker":"Matt Wolach","startTime":10.59,"endTime":13.44,"body":"scale your SaaS, we're here to"},{"speaker":"Matt Wolach","startTime":13.44,"endTime":16.23,"body":"do exactly that. We're going to"},{"speaker":"Matt Wolach","startTime":13.44,"endTime":16.23,"body":"help you understand how to grow"},{"speaker":"Matt Wolach","startTime":16.23,"endTime":18.84,"body":"your leads, how to make sure you"},{"speaker":"Matt Wolach","startTime":16.23,"endTime":18.84,"body":"set up your structure correctly"},{"speaker":"Matt Wolach","startTime":18.84,"endTime":22.2,"body":"for go to market and for sales,"},{"speaker":"Matt Wolach","startTime":18.84,"endTime":22.2,"body":"how to close deals and how to"},{"speaker":"Matt Wolach","startTime":22.2,"endTime":24.9,"body":"scale your team so that somebody"},{"speaker":"Matt Wolach","startTime":22.2,"endTime":24.9,"body":"else can do it for you. If you"},{"speaker":"Matt Wolach","startTime":24.9,"endTime":27.03,"body":"want those things, subscribe to"},{"speaker":"Matt Wolach","startTime":24.9,"endTime":27.03,"body":"the show right now hit the"},{"speaker":"Matt Wolach","startTime":27.03,"endTime":29.58,"body":"subscribe button on your podcast"},{"speaker":"Matt Wolach","startTime":27.03,"endTime":29.58,"body":"app. That way, you'll be"},{"speaker":"Matt Wolach","startTime":29.58,"endTime":32.91,"body":"notified of new and upcoming"},{"speaker":"Matt Wolach","startTime":29.58,"endTime":32.91,"body":"amazing people we put in front"},{"speaker":"Matt Wolach","startTime":32.91,"endTime":35.82,"body":"of you, who will help you scale"},{"speaker":"Matt Wolach","startTime":32.91,"endTime":35.82,"body":"your SaaS and one of those"},{"speaker":"Matt Wolach","startTime":35.82,"endTime":39.51,"body":"amazing people I have with me"},{"speaker":"Matt Wolach","startTime":35.82,"endTime":39.51,"body":"today. I've got Dan Balcauski"},{"speaker":"Matt Wolach","startTime":39.51,"endTime":40.68,"body":"with me, Dan, how you doing?"},{"speaker":"Dan Balcauski","startTime":41.1,"endTime":43.147,"body":"I'm doing"},{"speaker":"Dan Balcauski","startTime":41.1,"endTime":43.147,"body":"fantastic. Good to be here,"},{"speaker":"Dan Balcauski","startTime":43.202,"endTime":45.36,"body":"Matt. Thank you for having on"},{"speaker":"Dan Balcauski","startTime":43.202,"endTime":45.36,"body":"the show."},{"speaker":"Matt Wolach","startTime":44.64,"endTime":46.948,"body":"I'm really glad to"},{"speaker":"Matt Wolach","startTime":44.64,"endTime":46.948,"body":"have you here as well. And I"},{"speaker":"Dan Balcauski","startTime":45.0,"endTime":83.7,"body":"I'm very excited"},{"speaker":"Dan Balcauski","startTime":45.0,"endTime":83.7,"body":"for our conversation, hopefully"},{"speaker":"Dan Balcauski","startTime":46.997,"endTime":49.896,"body":"want to make sure everybody"},{"speaker":"Dan Balcauski","startTime":46.997,"endTime":49.896,"body":"knows who you are, Dan, because"},{"speaker":"Dan Balcauski","startTime":49.945,"endTime":52.942,"body":"you got a great background and"},{"speaker":"Dan Balcauski","startTime":49.945,"endTime":52.942,"body":"doing some cool things. Dan is"},{"speaker":"Dan Balcauski","startTime":52.991,"endTime":55.987,"body":"the Founder and Chief Pricing"},{"speaker":"Dan Balcauski","startTime":52.991,"endTime":55.987,"body":"Officer at Product Tranquility."},{"speaker":"Dan Balcauski","startTime":56.036,"endTime":58.64,"body":"Basically what Product"},{"speaker":"Dan Balcauski","startTime":56.036,"endTime":58.64,"body":"Tranquility does it helps high"},{"speaker":"Dan Balcauski","startTime":58.689,"endTime":61.489,"body":"volume B2B SaaS CEOs define"},{"speaker":"Dan Balcauski","startTime":58.689,"endTime":61.489,"body":"pricing and packaging for new"},{"speaker":"Dan Balcauski","startTime":61.538,"endTime":64.338,"body":"products, something that I can"},{"speaker":"Dan Balcauski","startTime":61.538,"endTime":64.338,"body":"tell you working with SaaS"},{"speaker":"Dan Balcauski","startTime":64.388,"endTime":67.286,"body":"companies is really, really"},{"speaker":"Dan Balcauski","startTime":64.388,"endTime":67.286,"body":"needed. Over the last 15 years,"},{"speaker":"Dan Balcauski","startTime":67.335,"endTime":70.086,"body":"Dan has managed multiple"},{"speaker":"Dan Balcauski","startTime":67.335,"endTime":70.086,"body":"products throughout the product"},{"speaker":"Dan Balcauski","startTime":70.135,"endTime":72.739,"body":"lifecycle from new concept"},{"speaker":"Dan Balcauski","startTime":70.135,"endTime":72.739,"body":"incubation, product launch"},{"speaker":"Dan Balcauski","startTime":72.788,"endTime":75.784,"body":"product maintenance, platform"},{"speaker":"Dan Balcauski","startTime":72.788,"endTime":75.784,"body":"transitions and end of life. He"},{"speaker":"Dan Balcauski","startTime":75.834,"endTime":78.83,"body":"absolutely knows his stuff. And"},{"speaker":"Dan Balcauski","startTime":75.834,"endTime":78.83,"body":"I'm delighted that he's here."},{"speaker":"Dan Balcauski","startTime":78.879,"endTime":80.55,"body":"Thanks for being on the show. Dan."},{"speaker":"Dan Balcauski","startTime":83.7,"endTime":86.4,"body":"to drop some hot takes on"},{"speaker":"Dan Balcauski","startTime":83.7,"endTime":86.4,"body":"pricing for your listeners."},{"speaker":"Matt Wolach","startTime":87.24,"endTime":90.12,"body":"Awesome. I'm always"},{"speaker":"Matt Wolach","startTime":87.24,"endTime":90.12,"body":"good for hot tech. So looking"},{"speaker":"Matt Wolach","startTime":90.12,"endTime":91.98,"body":"forward to hearing that. But"},{"speaker":"Matt Wolach","startTime":90.12,"endTime":91.98,"body":"first, tell me just what's going"},{"speaker":"Matt Wolach","startTime":91.98,"endTime":93.54,"body":"on with you lately. What do you"},{"speaker":"Matt Wolach","startTime":91.98,"endTime":93.54,"body":"have coming up?"},{"speaker":"Dan Balcauski","startTime":94.02,"endTime":96.57,"body":"I'll be out."},{"speaker":"Dan Balcauski","startTime":94.02,"endTime":96.57,"body":"Well, you know, we have South by"},{"speaker":"Dan Balcauski","startTime":96.57,"endTime":101.7,"body":"Southwest here coming up here in"},{"speaker":"Dan Balcauski","startTime":96.57,"endTime":101.7,"body":"Austin, Texas, where I'm based,"},{"speaker":"Dan Balcauski","startTime":101.73,"endTime":104.61,"body":"and so got a music wristbands"},{"speaker":"Dan Balcauski","startTime":101.73,"endTime":104.61,"body":"and looking forward to that"},{"speaker":"Dan Balcauski","startTime":104.61,"endTime":107.64,"body":"that's always a journey, either"},{"speaker":"Dan Balcauski","startTime":104.61,"endTime":107.64,"body":"love it or hate it. It's either"},{"speaker":"Dan Balcauski","startTime":107.64,"endTime":110.58,"body":"for the Austinites Get the hell"},{"speaker":"Dan Balcauski","startTime":107.64,"endTime":110.58,"body":"out of town or get yourself a"},{"speaker":"Dan Balcauski","startTime":110.61,"endTime":113.37,"body":"wristband and dive in because"},{"speaker":"Dan Balcauski","startTime":110.61,"endTime":113.37,"body":"the town gets taken over by"},{"speaker":"Dan Balcauski","startTime":113.91,"endTime":118.08,"body":"investors. And so we'll leave"},{"speaker":"Dan Balcauski","startTime":113.91,"endTime":118.08,"body":"that to another topic. And then"},{"speaker":"Dan Balcauski","startTime":118.11,"endTime":121.17,"body":"the other thing on my mind, I'm"},{"speaker":"Dan Balcauski","startTime":118.11,"endTime":121.17,"body":"looking forward to this summer,"},{"speaker":"Dan Balcauski","startTime":121.29,"endTime":123.57,"body":"and one of my best friends is"},{"speaker":"Dan Balcauski","startTime":121.29,"endTime":123.57,"body":"getting married out in Italy. So"},{"speaker":"Dan Balcauski","startTime":123.69,"endTime":126.45,"body":"we're looking to spend a full"},{"speaker":"Dan Balcauski","startTime":123.69,"endTime":126.45,"body":"month out there on either end of"},{"speaker":"Dan Balcauski","startTime":126.45,"endTime":129.36,"body":"that adventure. So looking"},{"speaker":"Dan Balcauski","startTime":126.45,"endTime":129.36,"body":"forward to getting out of the"},{"speaker":"Dan Balcauski","startTime":129.39,"endTime":132.39,"body":"with the temperature, the"},{"speaker":"Dan Balcauski","startTime":129.39,"endTime":132.39,"body":"mercury rises here in Austin,"},{"speaker":"Dan Balcauski","startTime":132.57,"endTime":133.92,"body":"get the hell out of dodge."},{"speaker":"Matt Wolach","startTime":134.76,"endTime":136.65,"body":"Well, I'm right"},{"speaker":"Matt Wolach","startTime":134.76,"endTime":136.65,"body":"there with you. I'm in Arizona,"},{"speaker":"Matt Wolach","startTime":136.65,"endTime":139.14,"body":"and we don't like spending"},{"speaker":"Matt Wolach","startTime":136.65,"endTime":139.14,"body":"summers here. So I'm also going"},{"speaker":"Matt Wolach","startTime":139.14,"endTime":142.68,"body":"to Italy this summer. So it's"},{"speaker":"Matt Wolach","startTime":139.14,"endTime":142.68,"body":"going to be a great time. And in"},{"speaker":"Matt Wolach","startTime":142.68,"endTime":145.77,"body":"fact, I'm going to be in Texas"},{"speaker":"Matt Wolach","startTime":142.68,"endTime":145.77,"body":"in April, by the time this"},{"speaker":"Matt Wolach","startTime":145.77,"endTime":148.56,"body":"episode airs, this will have"},{"speaker":"Matt Wolach","startTime":145.77,"endTime":148.56,"body":"already happened. But you"},{"speaker":"Matt Wolach","startTime":148.56,"endTime":151.71,"body":"probably already know, Dan, that"},{"speaker":"Matt Wolach","startTime":148.56,"endTime":151.71,"body":"Texas is one of the epicenters"},{"speaker":"Matt Wolach","startTime":151.71,"endTime":154.2,"body":"for the Eclipse coming up."},{"speaker":"Matt Wolach","startTime":151.71,"endTime":154.2,"body":"That's where the eclipse is"},{"speaker":"Matt Wolach","startTime":154.2,"endTime":156.96,"body":"going to be passing right"},{"speaker":"Matt Wolach","startTime":154.2,"endTime":156.96,"body":"through Texas and Arkansas and"},{"speaker":"Matt Wolach","startTime":156.96,"endTime":161.34,"body":"all the other states going up"},{"speaker":"Matt Wolach","startTime":156.96,"endTime":161.34,"body":"kind of north east of there. And"},{"speaker":"Matt Wolach","startTime":161.4,"endTime":165.81,"body":"so my mom is big on astronomy, I"},{"speaker":"Matt Wolach","startTime":161.4,"endTime":165.81,"body":"guess and eclipses and she's"},{"speaker":"Matt Wolach","startTime":165.81,"endTime":168.57,"body":"making me take my family out"},{"speaker":"Matt Wolach","startTime":165.81,"endTime":168.57,"body":"there so that we can watch this"},{"speaker":"Matt Wolach","startTime":168.57,"endTime":172.8,"body":"thing and get a full Eclipse"},{"speaker":"Matt Wolach","startTime":168.57,"endTime":172.8,"body":"like total lunar eclipse so it's"},{"speaker":"Matt Wolach","startTime":172.8,"endTime":175.5,"body":"going to be pretty ridiculous. I"},{"speaker":"Matt Wolach","startTime":172.8,"endTime":175.5,"body":"don't know if you saw that that"},{"speaker":"Matt Wolach","startTime":175.5,"endTime":176.25,"body":"was coming your way."},{"speaker":"Dan Balcauski","startTime":176.49,"endTime":179.25,"body":"We had a partial"},{"speaker":"Dan Balcauski","startTime":176.49,"endTime":179.25,"body":"one earlier this year. Just"},{"speaker":"Dan Balcauski","startTime":179.25,"endTime":182.31,"body":"remind everyone on like our"},{"speaker":"Dan Balcauski","startTime":179.25,"endTime":182.31,"body":"former president Do not stare"},{"speaker":"Dan Balcauski","startTime":182.31,"endTime":186.09,"body":"directly at it. It conceal your"},{"speaker":"Dan Balcauski","startTime":182.31,"endTime":186.09,"body":"retinas. So be careful."},{"speaker":"Matt Wolach","startTime":186.9,"endTime":189.18,"body":"Yes, public service"},{"speaker":"Matt Wolach","startTime":186.9,"endTime":189.18,"body":"announcement by Dan Balcauski."},{"speaker":"Matt Wolach","startTime":189.18,"endTime":191.55,"body":"Thank you very much. Okay, cool."},{"speaker":"Matt Wolach","startTime":189.18,"endTime":191.55,"body":"Let's actually get to business"},{"speaker":"Matt Wolach","startTime":191.55,"endTime":192.75,"body":"here because I'm really"},{"speaker":"Matt Wolach","startTime":191.55,"endTime":192.75,"body":"interested in Product"},{"speaker":"Matt Wolach","startTime":192.75,"endTime":196.62,"body":"Tranquillity. What you're doing"},{"speaker":"Matt Wolach","startTime":192.75,"endTime":196.62,"body":"is needed as everybody out there"},{"speaker":"Matt Wolach","startTime":196.62,"endTime":199.23,"body":"knows I work with software"},{"speaker":"Matt Wolach","startTime":196.62,"endTime":199.23,"body":"startups, helping them"},{"speaker":"Matt Wolach","startTime":199.26,"endTime":203.25,"body":"understand how to grow how to"},{"speaker":"Matt Wolach","startTime":199.26,"endTime":203.25,"body":"sell. And pricing is always one"},{"speaker":"Matt Wolach","startTime":203.25,"endTime":206.1,"body":"of those things. So first, let's"},{"speaker":"Matt Wolach","startTime":203.25,"endTime":206.1,"body":"go way back. What gave you the"},{"speaker":"Matt Wolach","startTime":206.1,"endTime":208.2,"body":"idea to start product"},{"speaker":"Matt Wolach","startTime":206.1,"endTime":208.2,"body":"tranquillity?"},{"speaker":"Dan Balcauski","startTime":208.71,"endTime":211.98,"body":"Yeah, well, you"},{"speaker":"Dan Balcauski","startTime":208.71,"endTime":211.98,"body":"know, I have been in multiple"},{"speaker":"Dan Balcauski","startTime":211.98,"endTime":214.62,"body":"different positions in the"},{"speaker":"Dan Balcauski","startTime":211.98,"endTime":214.62,"body":"software world I've been my"},{"speaker":"Dan Balcauski","startTime":214.62,"endTime":218.52,"body":"entire 20 year career in"},{"speaker":"Dan Balcauski","startTime":214.62,"endTime":218.52,"body":"software started out more on the"},{"speaker":"Dan Balcauski","startTime":218.55,"endTime":221.61,"body":"value creation side than what I"},{"speaker":"Dan Balcauski","startTime":218.55,"endTime":221.61,"body":"consider the value capture side"},{"speaker":"Dan Balcauski","startTime":221.61,"endTime":226.89,"body":"now both sort of building"},{"speaker":"Dan Balcauski","startTime":221.61,"endTime":226.89,"body":"products in two is a IC engineer"},{"speaker":"Dan Balcauski","startTime":226.89,"endTime":229.5,"body":"and engineering management, made"},{"speaker":"Dan Balcauski","startTime":226.89,"endTime":229.5,"body":"a switch over into product"},{"speaker":"Dan Balcauski","startTime":229.5,"endTime":233.46,"body":"management product strategy, and"},{"speaker":"Dan Balcauski","startTime":229.5,"endTime":233.46,"body":"worked my way into more senior"},{"speaker":"Dan Balcauski","startTime":233.46,"endTime":237.27,"body":"levels of management and was"},{"speaker":"Dan Balcauski","startTime":233.46,"endTime":237.27,"body":"head of product at a two sided"},{"speaker":"Dan Balcauski","startTime":237.27,"endTime":240.99,"body":"marketplace for a bit. And at a"},{"speaker":"Dan Balcauski","startTime":237.27,"endTime":240.99,"body":"certain point, you know, and I"},{"speaker":"Dan Balcauski","startTime":240.99,"endTime":244.23,"body":"always had the back of my mind,"},{"speaker":"Dan Balcauski","startTime":240.99,"endTime":244.23,"body":"I'd love to start my own thing."},{"speaker":"Dan Balcauski","startTime":244.68,"endTime":247.83,"body":"Being an engineer, turn product"},{"speaker":"Dan Balcauski","startTime":244.68,"endTime":247.83,"body":"person, I always thought I'd"},{"speaker":"Dan Balcauski","startTime":247.83,"endTime":251.58,"body":"start a product company. But you"},{"speaker":"Dan Balcauski","startTime":247.83,"endTime":251.58,"body":"know, either I'm a pessimist or"},{"speaker":"Dan Balcauski","startTime":251.58,"endTime":254.73,"body":"a realist, but I know the"},{"speaker":"Dan Balcauski","startTime":251.58,"endTime":254.73,"body":"entrepreneurs out there, you"},{"speaker":"Dan Balcauski","startTime":254.73,"endTime":258.99,"body":"have all of my respect, because"},{"speaker":"Dan Balcauski","startTime":254.73,"endTime":258.99,"body":"I've never had a product idea"},{"speaker":"Dan Balcauski","startTime":258.99,"endTime":262.59,"body":"that I haven't did shot 1000"},{"speaker":"Dan Balcauski","startTime":258.99,"endTime":262.59,"body":"holes in before I got off the"},{"speaker":"Dan Balcauski","startTime":262.59,"endTime":265.17,"body":"ground. And I feel like that"},{"speaker":"Dan Balcauski","startTime":262.59,"endTime":265.17,"body":"entrepreneur, you know, driving"},{"speaker":"Dan Balcauski","startTime":265.17,"endTime":270.03,"body":"a product vision just has to be"},{"speaker":"Dan Balcauski","startTime":265.17,"endTime":270.03,"body":"able to not only outlast their"},{"speaker":"Dan Balcauski","startTime":270.03,"endTime":272.58,"body":"own doubts about their product,"},{"speaker":"Dan Balcauski","startTime":270.03,"endTime":272.58,"body":"but to have every one of their"},{"speaker":"Dan Balcauski","startTime":272.58,"endTime":275.01,"body":"friends and family and everyone"},{"speaker":"Dan Balcauski","startTime":272.58,"endTime":275.01,"body":"else tell them that what they're"},{"speaker":"Dan Balcauski","startTime":275.01,"endTime":277.05,"body":"doing is a dumb idea that's"},{"speaker":"Dan Balcauski","startTime":275.01,"endTime":277.05,"body":"never gonna work and still go"},{"speaker":"Dan Balcauski","startTime":277.05,"endTime":280.05,"body":"anyway. So I but I didn't"},{"speaker":"Dan Balcauski","startTime":277.05,"endTime":280.05,"body":"believe in myself and I was"},{"speaker":"Dan Balcauski","startTime":280.05,"endTime":282.42,"body":"like, Well, let me try my hand"},{"speaker":"Dan Balcauski","startTime":280.05,"endTime":282.42,"body":"at consulting. So I decided to"},{"speaker":"Dan Balcauski","startTime":282.42,"endTime":286.83,"body":"go off and start a consulting"},{"speaker":"Dan Balcauski","startTime":282.42,"endTime":286.83,"body":"company and you know, was"},{"speaker":"Dan Balcauski","startTime":286.86,"endTime":289.95,"body":"looking at a lot of things that"},{"speaker":"Dan Balcauski","startTime":286.86,"endTime":289.95,"body":"fell under the product"},{"speaker":"Dan Balcauski","startTime":289.95,"endTime":293.22,"body":"management product marketing,"},{"speaker":"Dan Balcauski","startTime":289.95,"endTime":293.22,"body":"umbrellas and realize that a lot"},{"speaker":"Dan Balcauski","startTime":293.22,"endTime":296.52,"body":"of folks had a big challenges"},{"speaker":"Dan Balcauski","startTime":293.22,"endTime":296.52,"body":"with product pricing and"},{"speaker":"Dan Balcauski","startTime":296.52,"endTime":299.91,"body":"packaging, and it was one of the"},{"speaker":"Dan Balcauski","startTime":296.52,"endTime":299.91,"body":"areas that threw some lucky"},{"speaker":"Dan Balcauski","startTime":299.91,"endTime":303.3,"body":"happenstance of experience I've"},{"speaker":"Dan Balcauski","startTime":299.91,"endTime":303.3,"body":"had, you know, cut my teeth on"},{"speaker":"Dan Balcauski","startTime":303.3,"endTime":306.21,"body":"made plenty of mistakes on in"},{"speaker":"Dan Balcauski","startTime":303.3,"endTime":306.21,"body":"the past that don't want to make"},{"speaker":"Dan Balcauski","startTime":306.21,"endTime":309.45,"body":"any apologies about that I did"},{"speaker":"Dan Balcauski","startTime":306.21,"endTime":309.45,"body":"not come fully baked into this"},{"speaker":"Dan Balcauski","startTime":309.45,"endTime":312.39,"body":"world I've, you know, seen and"},{"speaker":"Dan Balcauski","startTime":309.45,"endTime":312.39,"body":"made a lot of those mistakes"},{"speaker":"Dan Balcauski","startTime":312.39,"endTime":315.57,"body":"directly but you know, hoping to"},{"speaker":"Dan Balcauski","startTime":312.39,"endTime":315.57,"body":"help the next set of"},{"speaker":"Dan Balcauski","startTime":315.57,"endTime":319.14,"body":"entrepreneurs avoid those, that"},{"speaker":"Dan Balcauski","startTime":315.57,"endTime":319.14,"body":"same fate or at least go out and"},{"speaker":"Dan Balcauski","startTime":319.14,"endTime":321.12,"body":"make new mistakes and come back"},{"speaker":"Dan Balcauski","startTime":319.14,"endTime":321.12,"body":"and tell me what those are."},{"speaker":"Matt Wolach","startTime":321.72,"endTime":323.82,"body":"Yeah, exactly."},{"speaker":"Matt Wolach","startTime":321.72,"endTime":323.82,"body":"That's always fun making those"},{"speaker":"Matt Wolach","startTime":323.82,"endTime":326.19,"body":"new mistakes. But let's jump"},{"speaker":"Matt Wolach","startTime":323.82,"endTime":326.19,"body":"into that. So, you know, I've"},{"speaker":"Matt Wolach","startTime":326.19,"endTime":328.32,"body":"been a SaaS founder, I think a"},{"speaker":"Matt Wolach","startTime":326.19,"endTime":328.32,"body":"lot of people out there"},{"speaker":"Matt Wolach","startTime":328.32,"endTime":331.26,"body":"listening are SaaS founders"},{"speaker":"Matt Wolach","startTime":328.32,"endTime":331.26,"body":"right now, what are some of"},{"speaker":"Matt Wolach","startTime":331.26,"endTime":334.77,"body":"these mistakes that SaaS leaders"},{"speaker":"Matt Wolach","startTime":331.26,"endTime":334.77,"body":"are getting wrong around"},{"speaker":"Matt Wolach","startTime":334.77,"endTime":335.34,"body":"pricing?"},{"speaker":"Dan Balcauski","startTime":336.18,"endTime":338.07,"body":"Well, I don't"},{"speaker":"Dan Balcauski","startTime":336.18,"endTime":338.07,"body":"want to take up all of our time"},{"speaker":"Dan Balcauski","startTime":338.07,"endTime":341.4,"body":"on this one question. I would"},{"speaker":"Dan Balcauski","startTime":338.07,"endTime":341.4,"body":"say that number one is when it"},{"speaker":"Dan Balcauski","startTime":341.4,"endTime":344.52,"body":"comes to SaaS pricing, most"},{"speaker":"Dan Balcauski","startTime":341.4,"endTime":344.52,"body":"executives think that what you"},{"speaker":"Dan Balcauski","startTime":344.52,"endTime":347.4,"body":"charge will determine your"},{"speaker":"Dan Balcauski","startTime":344.52,"endTime":347.4,"body":"success. In fact, who and how"},{"speaker":"Dan Balcauski","startTime":347.4,"endTime":354.12,"body":"you charge determines your"},{"speaker":"Dan Balcauski","startTime":347.4,"endTime":354.12,"body":"success. Too often, prospects or"},{"speaker":"Dan Balcauski","startTime":354.12,"endTime":357.9,"body":"clients will come to me and"},{"speaker":"Dan Balcauski","startTime":354.12,"endTime":357.9,"body":"they'll be very concerned about"},{"speaker":"Dan Balcauski","startTime":357.96,"endTime":362.76,"body":"you know, should this widget be"},{"speaker":"Dan Balcauski","startTime":357.96,"endTime":362.76,"body":"$20 per user, or $100 per user"},{"speaker":"Dan Balcauski","startTime":362.85,"endTime":366.6,"body":"$29.95, or price has ended fives"},{"speaker":"Dan Balcauski","startTime":362.85,"endTime":366.6,"body":"and nines. I love those"},{"speaker":"Dan Balcauski","startTime":366.6,"endTime":369.51,"body":"conversations, I think are super"},{"speaker":"Dan Balcauski","startTime":366.6,"endTime":369.51,"body":"interesting. But honestly,"},{"speaker":"Dan Balcauski","startTime":369.51,"endTime":373.98,"body":"they're optimizing at the wrong"},{"speaker":"Dan Balcauski","startTime":369.51,"endTime":373.98,"body":"end. There's way more impactful"},{"speaker":"Dan Balcauski","startTime":374.01,"endTime":378.18,"body":"decisions that obviously at the"},{"speaker":"Dan Balcauski","startTime":374.01,"endTime":378.18,"body":"end of whatever you package"},{"speaker":"Dan Balcauski","startTime":378.18,"endTime":380.64,"body":"price sell, you've got to put"},{"speaker":"Dan Balcauski","startTime":378.18,"endTime":380.64,"body":"it, you've got to put a number"},{"speaker":"Dan Balcauski","startTime":380.64,"endTime":385.23,"body":"on it. But the much more"},{"speaker":"Dan Balcauski","startTime":380.64,"endTime":385.23,"body":"impactful decisions are really"},{"speaker":"Dan Balcauski","startTime":385.23,"endTime":388.08,"body":"understanding who the customers"},{"speaker":"Dan Balcauski","startTime":385.23,"endTime":388.08,"body":"are going to serve the"},{"speaker":"Dan Balcauski","startTime":388.29,"endTime":391.11,"body":"understanding of customer"},{"speaker":"Dan Balcauski","startTime":388.29,"endTime":391.11,"body":"segments, how they define value"},{"speaker":"Dan Balcauski","startTime":391.11,"endTime":393.03,"body":"in the marketplace, how they"},{"speaker":"Dan Balcauski","startTime":391.11,"endTime":393.03,"body":"have different kind of"},{"speaker":"Dan Balcauski","startTime":393.03,"endTime":395.79,"body":"alternatives available to them."},{"speaker":"Dan Balcauski","startTime":393.03,"endTime":395.79,"body":"And then how we charge so"},{"speaker":"Dan Balcauski","startTime":395.79,"endTime":398.13,"body":"there's different elements of of"},{"speaker":"Dan Balcauski","startTime":395.79,"endTime":398.13,"body":"SaaS packaging that we talk"},{"speaker":"Dan Balcauski","startTime":398.13,"endTime":402.84,"body":"through, those are much more"},{"speaker":"Dan Balcauski","startTime":398.13,"endTime":402.84,"body":"impactful, they're harder to"},{"speaker":"Dan Balcauski","startTime":402.84,"endTime":406.47,"body":"change. And I think they don't"},{"speaker":"Dan Balcauski","startTime":402.84,"endTime":406.47,"body":"get near as much attention as"},{"speaker":"Dan Balcauski","startTime":406.47,"endTime":406.89,"body":"they should."},{"speaker":"Matt Wolach","startTime":408.0,"endTime":410.4,"body":"Yeah, I agree. I"},{"speaker":"Matt Wolach","startTime":408.0,"endTime":410.4,"body":"think that's absolutely"},{"speaker":"Matt Wolach","startTime":410.4,"endTime":413.7,"body":"something that needs to be"},{"speaker":"Matt Wolach","startTime":410.4,"endTime":413.7,"body":"helped with the native SaaS"},{"speaker":"Matt Wolach","startTime":413.7,"endTime":418.08,"body":"founders often are struggling"},{"speaker":"Matt Wolach","startTime":413.7,"endTime":418.08,"body":"with that. So if you're SaaS"},{"speaker":"Matt Wolach","startTime":418.08,"endTime":420.72,"body":"founder, you're moving along,"},{"speaker":"Matt Wolach","startTime":418.08,"endTime":420.72,"body":"you set your pricing, how do you"},{"speaker":"Matt Wolach","startTime":420.72,"endTime":423.12,"body":"know if it's right? Or how do"},{"speaker":"Matt Wolach","startTime":420.72,"endTime":423.12,"body":"you know if it needs to be fixed"},{"speaker":"Matt Wolach","startTime":423.15,"endTime":424.05,"body":"or optimized?"},{"speaker":"Dan Balcauski","startTime":425.07,"endTime":429.93,"body":"Well, I would say"},{"speaker":"Dan Balcauski","startTime":425.07,"endTime":429.93,"body":"the question itself is should"},{"speaker":"Dan Balcauski","startTime":429.96,"endTime":433.38,"body":"something be optimized, there's"},{"speaker":"Dan Balcauski","startTime":429.96,"endTime":433.38,"body":"always places to optimize in"},{"speaker":"Dan Balcauski","startTime":433.38,"endTime":437.4,"body":"your business, even if you've"},{"speaker":"Dan Balcauski","startTime":433.38,"endTime":437.4,"body":"already just gone through work"},{"speaker":"Dan Balcauski","startTime":437.43,"endTime":440.52,"body":"on that particular area, it can"},{"speaker":"Dan Balcauski","startTime":437.43,"endTime":440.52,"body":"be optimized further. So I think"},{"speaker":"Dan Balcauski","startTime":440.52,"endTime":443.43,"body":"the question is really like, how"},{"speaker":"Dan Balcauski","startTime":440.52,"endTime":443.43,"body":"do I know it's so broken that we"},{"speaker":"Dan Balcauski","startTime":443.43,"endTime":446.82,"body":"really need to go take some"},{"speaker":"Dan Balcauski","startTime":443.43,"endTime":446.82,"body":"action on it. Ultimately,"},{"speaker":"Dan Balcauski","startTime":447.27,"endTime":449.76,"body":"there's really only three ways"},{"speaker":"Dan Balcauski","startTime":447.27,"endTime":449.76,"body":"to grow SaaS business"},{"speaker":"Dan Balcauski","startTime":449.76,"endTime":452.79,"body":"acquisition, acquisition,"},{"speaker":"Dan Balcauski","startTime":449.76,"endTime":452.79,"body":"monetization and retention. And"},{"speaker":"Dan Balcauski","startTime":452.79,"endTime":455.64,"body":"I think all the oxygen in the"},{"speaker":"Dan Balcauski","startTime":452.79,"endTime":455.64,"body":"room gets sucked up by"},{"speaker":"Dan Balcauski","startTime":455.64,"endTime":460.41,"body":"acquisition. As the economy"},{"speaker":"Dan Balcauski","startTime":455.64,"endTime":460.41,"body":"especially the tech SaaS economy"},{"speaker":"Dan Balcauski","startTime":460.41,"endTime":464.01,"body":"started to turn in mid 2022, we"},{"speaker":"Dan Balcauski","startTime":460.41,"endTime":464.01,"body":"started to see a little bit more"},{"speaker":"Dan Balcauski","startTime":464.01,"endTime":467.64,"body":"focused on retention. But still"},{"speaker":"Dan Balcauski","startTime":464.01,"endTime":467.64,"body":"monetization, I think was kind"},{"speaker":"Dan Balcauski","startTime":467.64,"endTime":470.04,"body":"of ignored. For the most part,"},{"speaker":"Dan Balcauski","startTime":467.64,"endTime":470.04,"body":"it's kind of viewed as this"},{"speaker":"Dan Balcauski","startTime":470.28,"endTime":473.28,"body":"black box magic voodoo. And so"},{"speaker":"Dan Balcauski","startTime":470.28,"endTime":473.28,"body":"people were kind of either"},{"speaker":"Dan Balcauski","startTime":473.28,"endTime":475.47,"body":"scared to touch it or didn't"},{"speaker":"Dan Balcauski","startTime":473.28,"endTime":475.47,"body":"know that it was even an option."},{"speaker":"Dan Balcauski","startTime":476.4,"endTime":479.58,"body":"At a high level, even if I'm"},{"speaker":"Dan Balcauski","startTime":476.4,"endTime":479.58,"body":"talking to a CEO or founder, I'm"},{"speaker":"Dan Balcauski","startTime":479.58,"endTime":482.34,"body":"gonna ask a couple of questions"},{"speaker":"Dan Balcauski","startTime":479.58,"endTime":482.34,"body":"like, Are you meeting your goals"},{"speaker":"Dan Balcauski","startTime":482.34,"endTime":486.12,"body":"is pricing getting in the way of"},{"speaker":"Dan Balcauski","startTime":482.34,"endTime":486.12,"body":"those goals. And I think there's"},{"speaker":"Dan Balcauski","startTime":486.12,"endTime":490.32,"body":"something to be thought through"},{"speaker":"Dan Balcauski","startTime":486.12,"endTime":490.32,"body":"here, which is your your pricing"},{"speaker":"Dan Balcauski","startTime":490.32,"endTime":494.1,"body":"and packaging, can either be a"},{"speaker":"Dan Balcauski","startTime":490.32,"endTime":494.1,"body":"lubricant and your go to market"},{"speaker":"Dan Balcauski","startTime":494.1,"endTime":496.62,"body":"engine, or it can be sand in"},{"speaker":"Dan Balcauski","startTime":494.1,"endTime":496.62,"body":"that go to market engine, it"},{"speaker":"Dan Balcauski","startTime":496.62,"endTime":499.47,"body":"affects so many different other"},{"speaker":"Dan Balcauski","startTime":496.62,"endTime":499.47,"body":"metrics or KPIs that you're"},{"speaker":"Dan Balcauski","startTime":499.47,"endTime":502.62,"body":"probably tracking the length of"},{"speaker":"Dan Balcauski","startTime":499.47,"endTime":502.62,"body":"your sales cycle, the number of"},{"speaker":"Dan Balcauski","startTime":502.62,"endTime":507.63,"body":"deals, you win the percent"},{"speaker":"Dan Balcauski","startTime":502.62,"endTime":507.63,"body":"discounts that you're having to"},{"speaker":"Dan Balcauski","startTime":507.66,"endTime":513.03,"body":"give up. You know, how your"},{"speaker":"Dan Balcauski","startTime":507.66,"endTime":513.03,"body":"salespeople sort of talk about"},{"speaker":"Dan Balcauski","startTime":513.03,"endTime":518.25,"body":"the value and have. So again,"},{"speaker":"Dan Balcauski","startTime":513.03,"endTime":518.25,"body":"this goes into both the sort of,"},{"speaker":"Dan Balcauski","startTime":518.28,"endTime":521.01,"body":"are you able to actually"},{"speaker":"Dan Balcauski","startTime":518.28,"endTime":521.01,"body":"operationalize what you're"},{"speaker":"Dan Balcauski","startTime":521.01,"endTime":523.86,"body":"trying to sell, because we've"},{"speaker":"Dan Balcauski","startTime":521.01,"endTime":523.86,"body":"got, because we don't have the"},{"speaker":"Dan Balcauski","startTime":523.86,"endTime":526.5,"body":"right packaging thought through,"},{"speaker":"Dan Balcauski","startTime":523.86,"endTime":526.5,"body":"then we end up in custom"},{"speaker":"Dan Balcauski","startTime":526.5,"endTime":531.06,"body":"contracting, or we can't"},{"speaker":"Dan Balcauski","startTime":526.5,"endTime":531.06,"body":"optimize in scale efficiently,"},{"speaker":"Dan Balcauski","startTime":531.06,"endTime":533.7,"body":"because we need, you know,"},{"speaker":"Dan Balcauski","startTime":531.06,"endTime":533.7,"body":"humans to go manage everything."},{"speaker":"Dan Balcauski","startTime":534.45,"endTime":537.57,"body":"And so, you know, I think about"},{"speaker":"Dan Balcauski","startTime":534.45,"endTime":537.57,"body":"pricing, you know, affecting all"},{"speaker":"Dan Balcauski","startTime":537.57,"endTime":540.54,"body":"of those KPIs. And so I think"},{"speaker":"Dan Balcauski","startTime":537.57,"endTime":540.54,"body":"those goals are at a very high"},{"speaker":"Dan Balcauski","startTime":540.54,"endTime":544.35,"body":"level. Have you tried to do"},{"speaker":"Dan Balcauski","startTime":540.54,"endTime":544.35,"body":"something with your pricing,"},{"speaker":"Dan Balcauski","startTime":544.35,"endTime":548.4,"body":"like a change or an increase?"},{"speaker":"Dan Balcauski","startTime":544.35,"endTime":548.4,"body":"And did it succeed? Do you"},{"speaker":"Dan Balcauski","startTime":548.4,"endTime":550.83,"body":"understand? You know, have you"},{"speaker":"Dan Balcauski","startTime":548.4,"endTime":550.83,"body":"done any win loss? Do you"},{"speaker":"Dan Balcauski","startTime":550.83,"endTime":553.89,"body":"understand why you lose deals?"},{"speaker":"Dan Balcauski","startTime":550.83,"endTime":553.89,"body":"And what role did price play"},{"speaker":"Dan Balcauski","startTime":553.89,"endTime":559.71,"body":"compared to other factors? I'm a"},{"speaker":"Dan Balcauski","startTime":553.89,"endTime":559.71,"body":"big fan of doing a rigorous win"},{"speaker":"Dan Balcauski","startTime":559.71,"endTime":562.98,"body":"loss that doesn't include the"},{"speaker":"Dan Balcauski","startTime":559.71,"endTime":562.98,"body":"rep who was who was in the deal,"},{"speaker":"Dan Balcauski","startTime":563.04,"endTime":565.92,"body":"potentially even not even the"},{"speaker":"Dan Balcauski","startTime":563.04,"endTime":565.92,"body":"sales or even a third party"},{"speaker":"Dan Balcauski","startTime":565.92,"endTime":568.89,"body":"organization to come in and do"},{"speaker":"Dan Balcauski","startTime":565.92,"endTime":568.89,"body":"it to have a unbiased viewpoint."},{"speaker":"Dan Balcauski","startTime":570.3,"endTime":573.12,"body":"But you should at least be"},{"speaker":"Dan Balcauski","startTime":570.3,"endTime":573.12,"body":"tracking loss codes and you"},{"speaker":"Dan Balcauski","startTime":573.12,"endTime":575.76,"body":"know, I know your worlds in"},{"speaker":"Dan Balcauski","startTime":573.12,"endTime":575.76,"body":"sales and those are never the"},{"speaker":"Dan Balcauski","startTime":575.76,"endTime":578.46,"body":"ground honest truth. But if"},{"speaker":"Dan Balcauski","startTime":575.76,"endTime":578.46,"body":"you're not even doing that, like"},{"speaker":"Dan Balcauski","startTime":578.46,"endTime":580.92,"body":"you should at least get a be"},{"speaker":"Dan Balcauski","startTime":578.46,"endTime":580.92,"body":"able to get a ratio of like,"},{"speaker":"Dan Balcauski","startTime":580.92,"endTime":583.8,"body":"Hey, where's Where's pricing it"},{"speaker":"Dan Balcauski","startTime":580.92,"endTime":583.8,"body":"relative to other areas, we"},{"speaker":"Dan Balcauski","startTime":583.8,"endTime":586.77,"body":"lose? Do we have these"},{"speaker":"Dan Balcauski","startTime":583.8,"endTime":586.77,"body":"categorically defined so we can"},{"speaker":"Dan Balcauski","startTime":586.86,"endTime":589.11,"body":"feed that back to the rest of"},{"speaker":"Dan Balcauski","startTime":586.86,"endTime":589.11,"body":"the organization? Because God"},{"speaker":"Dan Balcauski","startTime":589.11,"endTime":592.59,"body":"forbid the other direction you"},{"speaker":"Dan Balcauski","startTime":589.11,"endTime":592.59,"body":"have to go is digging through"},{"speaker":"Dan Balcauski","startTime":592.59,"endTime":596.37,"body":"Salesforce notes or interviewing"},{"speaker":"Dan Balcauski","startTime":592.59,"endTime":596.37,"body":"rep by rep and nobody. Ain't"},{"speaker":"Dan Balcauski","startTime":596.37,"endTime":598.5,"body":"nobody got time for that. I"},{"speaker":"Dan Balcauski","startTime":596.37,"endTime":598.5,"body":"think a wise will have been one"},{"speaker":"Dan Balcauski","startTime":598.5,"endTime":602.94,"body":"said, for sure. At a more"},{"speaker":"Dan Balcauski","startTime":598.5,"endTime":602.94,"body":"tactical level, you know, are"},{"speaker":"Dan Balcauski","startTime":602.97,"endTime":606.24,"body":"too many customers you're buying"},{"speaker":"Dan Balcauski","startTime":602.97,"endTime":606.24,"body":"and staying in your lowest or"},{"speaker":"Dan Balcauski","startTime":606.24,"endTime":610.47,"body":"entry level plan are too few"},{"speaker":"Dan Balcauski","startTime":606.24,"endTime":610.47,"body":"customers upgrading or"},{"speaker":"Dan Balcauski","startTime":610.47,"endTime":612.99,"body":"expanding. So net revenue"},{"speaker":"Dan Balcauski","startTime":610.47,"endTime":612.99,"body":"retention is like one of the"},{"speaker":"Dan Balcauski","startTime":612.99,"endTime":616.41,"body":"number one metrics to understand"},{"speaker":"Dan Balcauski","startTime":612.99,"endTime":616.41,"body":"there's a pricing problem. And"},{"speaker":"Dan Balcauski","startTime":616.41,"endTime":619.35,"body":"so if customers are just sort of"},{"speaker":"Dan Balcauski","startTime":616.41,"endTime":619.35,"body":"staying flat, they're not"},{"speaker":"Dan Balcauski","startTime":619.35,"endTime":622.65,"body":"expanding over time, that's a"},{"speaker":"Dan Balcauski","startTime":619.35,"endTime":622.65,"body":"big consideration. And, you"},{"speaker":"Dan Balcauski","startTime":622.65,"endTime":624.51,"body":"know, hinting it back at"},{"speaker":"Dan Balcauski","startTime":622.65,"endTime":624.51,"body":"something I was mentioning"},{"speaker":"Dan Balcauski","startTime":624.51,"endTime":627.66,"body":"before about customized"},{"speaker":"Dan Balcauski","startTime":624.51,"endTime":627.66,"body":"contracts, you sales regularly"},{"speaker":"Dan Balcauski","startTime":627.66,"endTime":631.32,"body":"selling something that is"},{"speaker":"Dan Balcauski","startTime":627.66,"endTime":631.32,"body":"customized for each deal. So"},{"speaker":"Dan Balcauski","startTime":631.35,"endTime":633.99,"body":"those are a few areas that I"},{"speaker":"Dan Balcauski","startTime":631.35,"endTime":633.99,"body":"would I would point people to"},{"speaker":"Dan Balcauski","startTime":634.02,"endTime":636.66,"body":"look at it. There's obviously a"},{"speaker":"Dan Balcauski","startTime":634.02,"endTime":636.66,"body":"bunch of different metrics, we"},{"speaker":"Dan Balcauski","startTime":636.69,"endTime":639.51,"body":"kind of go down the rabbit hole"},{"speaker":"Dan Balcauski","startTime":636.69,"endTime":639.51,"body":"and talk through that can help"},{"speaker":"Dan Balcauski","startTime":639.57,"endTime":642.12,"body":"sort of identify what those"},{"speaker":"Dan Balcauski","startTime":639.57,"endTime":642.12,"body":"should be. But those are some"},{"speaker":"Dan Balcauski","startTime":642.12,"endTime":645.09,"body":"high level areas I would I would"},{"speaker":"Dan Balcauski","startTime":642.12,"endTime":645.09,"body":"help people to focus on first."},{"speaker":"Matt Wolach","startTime":645.87,"endTime":648.06,"body":"Yeah, I think"},{"speaker":"Matt Wolach","startTime":645.87,"endTime":648.06,"body":"that's a great focus for sure."},{"speaker":"Matt Wolach","startTime":648.06,"endTime":650.34,"body":"And take, take a look at those"},{"speaker":"Matt Wolach","startTime":648.06,"endTime":650.34,"body":"if you're trying to figure out"},{"speaker":"Matt Wolach","startTime":650.34,"endTime":653.37,"body":"what's right, what's wrong. But"},{"speaker":"Matt Wolach","startTime":650.34,"endTime":653.37,"body":"tell me, you know, I know you"},{"speaker":"Matt Wolach","startTime":653.37,"endTime":656.64,"body":"work with a lot of different"},{"speaker":"Matt Wolach","startTime":653.37,"endTime":656.64,"body":"leaders and companies. So do you"},{"speaker":"Matt Wolach","startTime":656.64,"endTime":660.03,"body":"have an overall model that you"},{"speaker":"Matt Wolach","startTime":656.64,"endTime":660.03,"body":"use for SaaS pricing? What would"},{"speaker":"Matt Wolach","startTime":660.03,"endTime":660.45,"body":"that be?"},{"speaker":"Dan Balcauski","startTime":661.02,"endTime":663.42,"body":"yeah well, you"},{"speaker":"Dan Balcauski","startTime":661.02,"endTime":663.42,"body":"know, I've seen companies"},{"speaker":"Dan Balcauski","startTime":663.42,"endTime":667.08,"body":"usually face for significant"},{"speaker":"Dan Balcauski","startTime":663.42,"endTime":667.08,"body":"challenges when they try to"},{"speaker":"Dan Balcauski","startTime":667.08,"endTime":671.43,"body":"tackle pricing. So they have an"},{"speaker":"Dan Balcauski","startTime":667.08,"endTime":671.43,"body":"unclear target customer profile,"},{"speaker":"Dan Balcauski","startTime":671.43,"endTime":673.26,"body":"they don't understand what"},{"speaker":"Dan Balcauski","startTime":671.43,"endTime":673.26,"body":"customers that they're serving,"},{"speaker":"Dan Balcauski","startTime":674.1,"endTime":676.71,"body":"they have a poor understanding"},{"speaker":"Dan Balcauski","startTime":674.1,"endTime":676.71,"body":"of how they create customer"},{"speaker":"Dan Balcauski","startTime":676.71,"endTime":679.47,"body":"value. They're unclear about"},{"speaker":"Dan Balcauski","startTime":676.71,"endTime":679.47,"body":"their products, unique"},{"speaker":"Dan Balcauski","startTime":679.47,"endTime":682.59,"body":"differentiation. And finally,"},{"speaker":"Dan Balcauski","startTime":679.47,"endTime":682.59,"body":"they have a general under"},{"speaker":"Dan Balcauski","startTime":682.59,"endTime":685.56,"body":"appreciation for the depth of"},{"speaker":"Dan Balcauski","startTime":682.59,"endTime":685.56,"body":"decisions that go into a pricing"},{"speaker":"Dan Balcauski","startTime":685.56,"endTime":688.71,"body":"and packaging approach. Again,"},{"speaker":"Dan Balcauski","startTime":685.56,"endTime":688.71,"body":"kind of what I mentioned at the"},{"speaker":"Dan Balcauski","startTime":688.71,"endTime":692.61,"body":"beginning, where folks are very"},{"speaker":"Dan Balcauski","startTime":688.71,"endTime":692.61,"body":"consumed by Oh, price is just"},{"speaker":"Dan Balcauski","startTime":692.61,"endTime":695.7,"body":"the number that's there. And is"},{"speaker":"Dan Balcauski","startTime":692.61,"endTime":695.7,"body":"it your the ends and fives or"},{"speaker":"Dan Balcauski","startTime":695.7,"endTime":698.7,"body":"nines? Or should we have"},{"speaker":"Dan Balcauski","startTime":695.7,"endTime":698.7,"body":"discounts, you know, and so it"},{"speaker":"Dan Balcauski","startTime":698.7,"endTime":701.13,"body":"doesn't tend to go much beyond"},{"speaker":"Dan Balcauski","startTime":698.7,"endTime":701.13,"body":"that. And there's so many more"},{"speaker":"Dan Balcauski","startTime":701.13,"endTime":706.56,"body":"dimensions that come into play."},{"speaker":"Dan Balcauski","startTime":701.13,"endTime":706.56,"body":"And so this situation over, I"},{"speaker":"Dan Balcauski","startTime":706.89,"endTime":711.48,"body":"counted again, again, led me to"},{"speaker":"Dan Balcauski","startTime":706.89,"endTime":711.48,"body":"create my services model for"},{"speaker":"Dan Balcauski","startTime":711.48,"endTime":713.76,"body":"SaaS pricing services stands for"},{"speaker":"Dan Balcauski","startTime":711.48,"endTime":713.76,"body":"the four components of the"},{"speaker":"Dan Balcauski","startTime":713.76,"endTime":717.75,"body":"model. So it's an acronym SVCs,"},{"speaker":"Dan Balcauski","startTime":713.76,"endTime":717.75,"body":"promise it's a happy accident, I"},{"speaker":"Dan Balcauski","startTime":717.75,"endTime":721.92,"body":"didn't plan it that way. The"},{"speaker":"Dan Balcauski","startTime":717.75,"endTime":721.92,"body":"four components are segments,"},{"speaker":"Dan Balcauski","startTime":721.95,"endTime":725.31,"body":"value, competition and strategy."},{"speaker":"Dan Balcauski","startTime":721.95,"endTime":725.31,"body":"So you need to understand your"},{"speaker":"Dan Balcauski","startTime":725.31,"endTime":730.11,"body":"customer segments first. Because"},{"speaker":"Dan Balcauski","startTime":725.31,"endTime":730.11,"body":"the context your customers are"},{"speaker":"Dan Balcauski","startTime":730.14,"endTime":734.13,"body":"in dictates the constraints"},{"speaker":"Dan Balcauski","startTime":730.14,"endTime":734.13,"body":"they're facing, and which value"},{"speaker":"Dan Balcauski","startTime":734.13,"endTime":738.9,"body":"drivers they view is most"},{"speaker":"Dan Balcauski","startTime":734.13,"endTime":738.9,"body":"important. And something that,"},{"speaker":"Dan Balcauski","startTime":738.93,"endTime":743.64,"body":"you know, companies you're going"},{"speaker":"Dan Balcauski","startTime":738.93,"endTime":743.64,"body":"back to, like, Should pricing be"},{"speaker":"Dan Balcauski","startTime":743.64,"endTime":748.17,"body":"fixed or optimized question."},{"speaker":"Dan Balcauski","startTime":743.64,"endTime":748.17,"body":"Those value drivers for even"},{"speaker":"Dan Balcauski","startTime":748.17,"endTime":751.38,"body":"customers you're serving today"},{"speaker":"Dan Balcauski","startTime":748.17,"endTime":751.38,"body":"can change. If we have a major"},{"speaker":"Dan Balcauski","startTime":751.38,"endTime":755.85,"body":"shift in macro conditions, where"},{"speaker":"Dan Balcauski","startTime":751.38,"endTime":755.85,"body":"we go from a a boom cycle to a"},{"speaker":"Dan Balcauski","startTime":755.85,"endTime":760.02,"body":"recession, all of a sudden, all"},{"speaker":"Dan Balcauski","startTime":755.85,"endTime":760.02,"body":"of the, you know, in the in the"},{"speaker":"Dan Balcauski","startTime":760.02,"endTime":765.72,"body":"gogo days of 2020 and 21. It was"},{"speaker":"Dan Balcauski","startTime":760.02,"endTime":765.72,"body":"all about how can you help me"},{"speaker":"Dan Balcauski","startTime":766.56,"endTime":770.31,"body":"expand my customer base, get"},{"speaker":"Dan Balcauski","startTime":766.56,"endTime":770.31,"body":"more revenue, get more share,"},{"speaker":"Dan Balcauski","startTime":770.55,"endTime":773.46,"body":"right? That's where people were"},{"speaker":"Dan Balcauski","startTime":770.55,"endTime":773.46,"body":"buying your products is to go"},{"speaker":"Dan Balcauski","startTime":773.76,"endTime":778.71,"body":"expand that opportunity. Flip"},{"speaker":"Dan Balcauski","startTime":773.76,"endTime":778.71,"body":"around to bid 2022. And then"},{"speaker":"Dan Balcauski","startTime":778.71,"endTime":780.72,"body":"what most software companies"},{"speaker":"Dan Balcauski","startTime":778.71,"endTime":780.72,"body":"probably lived through through"},{"speaker":"Dan Balcauski","startTime":780.75,"endTime":785.76,"body":"2023 was we're in the middle of"},{"speaker":"Dan Balcauski","startTime":780.75,"endTime":785.76,"body":"cutting all of our costs, all of"},{"speaker":"Dan Balcauski","startTime":785.76,"endTime":789.24,"body":"our projects that aren't core to"},{"speaker":"Dan Balcauski","startTime":785.76,"endTime":789.24,"body":"the business are getting"},{"speaker":"Dan Balcauski","startTime":789.24,"endTime":792.48,"body":"slashed, can you help me save"},{"speaker":"Dan Balcauski","startTime":789.24,"endTime":792.48,"body":"costs, otherwise, I might be"},{"speaker":"Dan Balcauski","startTime":792.48,"endTime":796.17,"body":"cutting you. And so those value"},{"speaker":"Dan Balcauski","startTime":792.48,"endTime":796.17,"body":"drivers can change. And it's"},{"speaker":"Dan Balcauski","startTime":796.17,"endTime":798.66,"body":"important that we are we"},{"speaker":"Dan Balcauski","startTime":796.17,"endTime":798.66,"body":"understand what those are and"},{"speaker":"Dan Balcauski","startTime":798.66,"endTime":802.05,"body":"also are able to have open"},{"speaker":"Dan Balcauski","startTime":798.66,"endTime":802.05,"body":"conversations understand how the"},{"speaker":"Dan Balcauski","startTime":802.05,"endTime":804.81,"body":"market is faring there. As we"},{"speaker":"Dan Balcauski","startTime":802.05,"endTime":804.81,"body":"get into the second part of the"},{"speaker":"Dan Balcauski","startTime":804.81,"endTime":809.19,"body":"model, each segment will rank"},{"speaker":"Dan Balcauski","startTime":804.81,"endTime":809.19,"body":"order value drivers differently"},{"speaker":"Dan Balcauski","startTime":809.19,"endTime":811.05,"body":"will cause them to value your"},{"speaker":"Dan Balcauski","startTime":809.19,"endTime":811.05,"body":"product given the value and"},{"speaker":"Dan Balcauski","startTime":811.05,"endTime":813.93,"body":"price are intimately related. In"},{"speaker":"Dan Balcauski","startTime":811.05,"endTime":813.93,"body":"third part of the model, we"},{"speaker":"Dan Balcauski","startTime":813.93,"endTime":815.76,"body":"consider competition, so"},{"speaker":"Dan Balcauski","startTime":813.93,"endTime":815.76,"body":"different segments will have"},{"speaker":"Dan Balcauski","startTime":815.76,"endTime":817.53,"body":"different competitive"},{"speaker":"Dan Balcauski","startTime":815.76,"endTime":817.53,"body":"alternatives available to them."},{"speaker":"Dan Balcauski","startTime":818.82,"endTime":821.94,"body":"So just stated plainly, it's"},{"speaker":"Dan Balcauski","startTime":818.82,"endTime":821.94,"body":"like what would they use if your"},{"speaker":"Dan Balcauski","startTime":821.94,"endTime":825.27,"body":"company didn't exist? So we can"},{"speaker":"Dan Balcauski","startTime":821.94,"endTime":825.27,"body":"think of those first three"},{"speaker":"Dan Balcauski","startTime":825.27,"endTime":829.59,"body":"elements, segments value and"},{"speaker":"Dan Balcauski","startTime":825.27,"endTime":829.59,"body":"competition as inputs to our"},{"speaker":"Dan Balcauski","startTime":829.59,"endTime":832.17,"body":"overall pricing process, because"},{"speaker":"Dan Balcauski","startTime":829.59,"endTime":832.17,"body":"your pricing power really comes"},{"speaker":"Dan Balcauski","startTime":832.17,"endTime":836.13,"body":"from the differentiated value"},{"speaker":"Dan Balcauski","startTime":832.17,"endTime":836.13,"body":"that you create for a particular"},{"speaker":"Dan Balcauski","startTime":836.13,"endTime":837.96,"body":"customer segment beyond the"},{"speaker":"Dan Balcauski","startTime":836.13,"endTime":837.96,"body":"competitive alternatives that"},{"speaker":"Dan Balcauski","startTime":837.96,"endTime":840.78,"body":"they have available. So and then"},{"speaker":"Dan Balcauski","startTime":837.96,"endTime":840.78,"body":"those three elements filtered"},{"speaker":"Dan Balcauski","startTime":840.78,"endTime":844.77,"body":"down into, you know, the term"},{"speaker":"Dan Balcauski","startTime":840.78,"endTime":844.77,"body":"strategy and strategy I use in"},{"speaker":"Dan Balcauski","startTime":844.77,"endTime":847.8,"body":"the Michael Porter sense of the"},{"speaker":"Dan Balcauski","startTime":844.77,"endTime":847.8,"body":"word where you ultimately have"},{"speaker":"Dan Balcauski","startTime":847.8,"endTime":850.2,"body":"to make trade offs, like many"},{"speaker":"Dan Balcauski","startTime":847.8,"endTime":850.2,"body":"companies would like to be"},{"speaker":"Dan Balcauski","startTime":850.2,"endTime":853.02,"body":"everything to everyone. But"},{"speaker":"Dan Balcauski","startTime":850.2,"endTime":853.02,"body":"ultimately, we have to decide"},{"speaker":"Dan Balcauski","startTime":853.41,"endTime":856.8,"body":"what customer segments are we"},{"speaker":"Dan Balcauski","startTime":853.41,"endTime":856.8,"body":"going to go serve, given the"},{"speaker":"Dan Balcauski","startTime":856.8,"endTime":859.26,"body":"available segments in the"},{"speaker":"Dan Balcauski","startTime":856.8,"endTime":859.26,"body":"market? Where are we best suited"},{"speaker":"Dan Balcauski","startTime":859.26,"endTime":862.11,"body":"to play? And when? Who are we"},{"speaker":"Dan Balcauski","startTime":859.26,"endTime":862.11,"body":"going to target? How do we"},{"speaker":"Dan Balcauski","startTime":862.11,"endTime":864.48,"body":"position ourselves and those"},{"speaker":"Dan Balcauski","startTime":862.11,"endTime":864.48,"body":"customers minds to clarify"},{"speaker":"Dan Balcauski","startTime":864.48,"endTime":867.33,"body":"differentiated value? And how do"},{"speaker":"Dan Balcauski","startTime":864.48,"endTime":867.33,"body":"we make the necessary trade offs"},{"speaker":"Dan Balcauski","startTime":867.36,"endTime":870.54,"body":"among all the different elements"},{"speaker":"Dan Balcauski","startTime":867.36,"endTime":870.54,"body":"of sass packaging, which we"},{"speaker":"Dan Balcauski","startTime":870.54,"endTime":872.58,"body":"haven't covered in depth that"},{"speaker":"Dan Balcauski","startTime":870.54,"endTime":872.58,"body":"things like pricing metrics,"},{"speaker":"Dan Balcauski","startTime":872.58,"endTime":875.97,"body":"offer configurations, pricing,"},{"speaker":"Dan Balcauski","startTime":872.58,"endTime":875.97,"body":"model pricing fences, in order"},{"speaker":"Dan Balcauski","startTime":875.97,"endTime":880.68,"body":"to go and make that"},{"speaker":"Dan Balcauski","startTime":875.97,"endTime":880.68,"body":"differentiated value clear? And"},{"speaker":"Dan Balcauski","startTime":880.77,"endTime":884.85,"body":"I highlight at the core of that"},{"speaker":"Dan Balcauski","startTime":880.77,"endTime":884.85,"body":"the the foundation that the"},{"speaker":"Dan Balcauski","startTime":884.85,"endTime":887.85,"body":"customer segments because what"},{"speaker":"Dan Balcauski","startTime":884.85,"endTime":887.85,"body":"you'll end up if you don't do"},{"speaker":"Dan Balcauski","startTime":887.85,"endTime":892.92,"body":"that first, you will inevitably"},{"speaker":"Dan Balcauski","startTime":887.85,"endTime":892.92,"body":"end up in a conversation at the"},{"speaker":"Dan Balcauski","startTime":892.92,"endTime":897.12,"body":"end of a very long pricing."},{"speaker":"Dan Balcauski","startTime":892.92,"endTime":897.12,"body":"rehash, where you say, Hey,"},{"speaker":"Dan Balcauski","startTime":897.12,"endTime":901.08,"body":"here's, here's now we're going"},{"speaker":"Dan Balcauski","startTime":897.12,"endTime":901.08,"body":"to do and the The most common"},{"speaker":"Dan Balcauski","startTime":901.11,"endTime":904.8,"body":"phrase, your question you'll get"},{"speaker":"Dan Balcauski","startTime":901.11,"endTime":904.8,"body":"is, Well, what about x customer?"},{"speaker":"Dan Balcauski","startTime":904.8,"endTime":907.41,"body":"Because that won't work for"},{"speaker":"Dan Balcauski","startTime":904.8,"endTime":907.41,"body":"them. So we want to front load"},{"speaker":"Dan Balcauski","startTime":907.41,"endTime":911.52,"body":"that conversation. Yes,"},{"speaker":"Dan Balcauski","startTime":907.41,"endTime":911.52,"body":"ultimately, whatever you come up"},{"speaker":"Dan Balcauski","startTime":911.52,"endTime":916.05,"body":"with is not going to work for"},{"speaker":"Dan Balcauski","startTime":911.52,"endTime":916.05,"body":"everyone. But we want to bring"},{"speaker":"Dan Balcauski","startTime":916.05,"endTime":919.77,"body":"that conversation forward."},{"speaker":"Dan Balcauski","startTime":916.05,"endTime":919.77,"body":"Because there's always going to"},{"speaker":"Dan Balcauski","startTime":919.77,"endTime":924.66,"body":"be some use case, some group of"},{"speaker":"Dan Balcauski","startTime":919.77,"endTime":924.66,"body":"customers, they really only care"},{"speaker":"Dan Balcauski","startTime":924.66,"endTime":930.09,"body":"about 10% of your product, that"},{"speaker":"Dan Balcauski","startTime":924.66,"endTime":930.09,"body":"10% actually is maybe its own"},{"speaker":"Dan Balcauski","startTime":930.09,"endTime":933.33,"body":"entire market, maybe their"},{"speaker":"Dan Balcauski","startTime":930.09,"endTime":933.33,"body":"competitors, sort of, you know,"},{"speaker":"Dan Balcauski","startTime":933.36,"endTime":936.81,"body":"one shot sort of bit player"},{"speaker":"Dan Balcauski","startTime":933.36,"endTime":936.81,"body":"competitors that play in that"},{"speaker":"Dan Balcauski","startTime":936.81,"endTime":939.81,"body":"space. So you have to make a"},{"speaker":"Dan Balcauski","startTime":936.81,"endTime":939.81,"body":"strategic decision up front,"},{"speaker":"Dan Balcauski","startTime":939.87,"endTime":943.59,"body":"like, do we care about that"},{"speaker":"Dan Balcauski","startTime":939.87,"endTime":943.59,"body":"space? Because it worth us for"},{"speaker":"Dan Balcauski","startTime":943.62,"endTime":947.94,"body":"us to contort the rest of our go"},{"speaker":"Dan Balcauski","startTime":943.62,"endTime":947.94,"body":"to market in order to satisfy"},{"speaker":"Dan Balcauski","startTime":947.97,"endTime":951.3,"body":"that that particular end of the"},{"speaker":"Dan Balcauski","startTime":947.97,"endTime":951.3,"body":"market. Maybe it is maybe it"},{"speaker":"Dan Balcauski","startTime":951.3,"endTime":954.36,"body":"isn't, but you probably wanted"},{"speaker":"Dan Balcauski","startTime":951.3,"endTime":954.36,"body":"to have a conversation early"},{"speaker":"Dan Balcauski","startTime":954.36,"endTime":956.07,"body":"rather than at the end of the"},{"speaker":"Dan Balcauski","startTime":954.36,"endTime":956.07,"body":"process."},{"speaker":"Matt Wolach","startTime":957.0,"endTime":958.77,"body":"Yeah, I would"},{"speaker":"Matt Wolach","startTime":957.0,"endTime":958.77,"body":"totally agree. And something"},{"speaker":"Matt Wolach","startTime":958.77,"endTime":962.16,"body":"that you hit I want to unpack a"},{"speaker":"Matt Wolach","startTime":958.77,"endTime":962.16,"body":"little bit there, you talked"},{"speaker":"Matt Wolach","startTime":962.16,"endTime":965.13,"body":"about value. And value,"},{"speaker":"Matt Wolach","startTime":962.16,"endTime":965.13,"body":"obviously, is, is something we"},{"speaker":"Matt Wolach","startTime":965.13,"endTime":967.8,"body":"want to be able to deliver to"},{"speaker":"Matt Wolach","startTime":965.13,"endTime":967.8,"body":"our customers. But it's"},{"speaker":"Matt Wolach","startTime":967.8,"endTime":971.79,"body":"sometimes hard to figure out you"},{"speaker":"Matt Wolach","startTime":967.8,"endTime":971.79,"body":"said what your differentiation"},{"speaker":"Matt Wolach","startTime":971.82,"endTime":975.21,"body":"value and how you differ from"},{"speaker":"Matt Wolach","startTime":971.82,"endTime":975.21,"body":"your competitors. How can we"},{"speaker":"Matt Wolach","startTime":975.21,"endTime":977.82,"body":"figure that out? How can we work"},{"speaker":"Matt Wolach","startTime":975.21,"endTime":977.82,"body":"out what that is? How can a"},{"speaker":"Matt Wolach","startTime":977.82,"endTime":980.1,"body":"leader say, Okay, this is what"},{"speaker":"Matt Wolach","startTime":977.82,"endTime":980.1,"body":"it is. I mean, people aren't"},{"speaker":"Matt Wolach","startTime":980.1,"endTime":982.74,"body":"just going to probably tell us"},{"speaker":"Matt Wolach","startTime":980.1,"endTime":982.74,"body":"how do we how do we understand"},{"speaker":"Matt Wolach","startTime":982.74,"endTime":984.09,"body":"that value based pricing?"},{"speaker":"Dan Balcauski","startTime":984.63,"endTime":989.73,"body":"Oh man, well this"},{"speaker":"Dan Balcauski","startTime":984.63,"endTime":989.73,"body":"is a large question. You said,"},{"speaker":"Dan Balcauski","startTime":990.33,"endTime":994.74,"body":"people won't necessarily tell"},{"speaker":"Dan Balcauski","startTime":990.33,"endTime":994.74,"body":"you. That's not necessarily the"},{"speaker":"Dan Balcauski","startTime":994.74,"endTime":997.8,"body":"case. They will tell you if you"},{"speaker":"Dan Balcauski","startTime":994.74,"endTime":997.8,"body":"ask the right questions,"},{"speaker":"Matt Wolach","startTime":998.43,"endTime":999.81,"body":"maybe read between"},{"speaker":"Matt Wolach","startTime":998.43,"endTime":999.81,"body":"the lines."},{"speaker":"Dan Balcauski","startTime":1000.47,"endTime":1002.54,"body":"Yeah, but I think"},{"speaker":"Dan Balcauski","startTime":1000.47,"endTime":1002.54,"body":"a lot of people don't ask the"},{"speaker":"Dan Balcauski","startTime":1002.54,"endTime":1007.49,"body":"right questions, is number one,"},{"speaker":"Dan Balcauski","startTime":1002.54,"endTime":1007.49,"body":"because it does require this,"},{"speaker":"Dan Balcauski","startTime":1007.91,"endTime":1012.8,"body":"this question, maybe a helpful"},{"speaker":"Dan Balcauski","startTime":1007.91,"endTime":1012.8,"body":"framing for this question, as"},{"speaker":"Dan Balcauski","startTime":1012.8,"endTime":1015.89,"body":"well as, oftentimes in the"},{"speaker":"Dan Balcauski","startTime":1012.8,"endTime":1015.89,"body":"pricing world, we'll talk about"},{"speaker":"Dan Balcauski","startTime":1015.92,"endTime":1019.1,"body":"what's called the three C's of"},{"speaker":"Dan Balcauski","startTime":1015.92,"endTime":1019.1,"body":"pricing. So this is your pricing"},{"speaker":"Dan Balcauski","startTime":1019.1,"endTime":1021.86,"body":"orientation, pricing orientation"},{"speaker":"Dan Balcauski","startTime":1019.1,"endTime":1021.86,"body":"is basically how is pricing done"},{"speaker":"Dan Balcauski","startTime":1021.86,"endTime":1024.62,"body":"around here? What are the"},{"speaker":"Dan Balcauski","startTime":1021.86,"endTime":1024.62,"body":"variables or inputs that we"},{"speaker":"Dan Balcauski","startTime":1024.62,"endTime":1027.86,"body":"really care about. And so the"},{"speaker":"Dan Balcauski","startTime":1024.62,"endTime":1027.86,"body":"three C's, just quickly, I'll"},{"speaker":"Dan Balcauski","startTime":1027.89,"endTime":1031.28,"body":"name them off and kind of talk"},{"speaker":"Dan Balcauski","startTime":1027.89,"endTime":1031.28,"body":"through them real quick, cost"},{"speaker":"Dan Balcauski","startTime":1031.28,"endTime":1033.62,"body":"based pricing, competition based"},{"speaker":"Dan Balcauski","startTime":1031.28,"endTime":1033.62,"body":"pricing and customer value based"},{"speaker":"Dan Balcauski","startTime":1033.62,"endTime":1036.2,"body":"pricing, often just referred to"},{"speaker":"Dan Balcauski","startTime":1033.62,"endTime":1036.2,"body":"as value based pricing. But you"},{"speaker":"Dan Balcauski","startTime":1036.2,"endTime":1039.86,"body":"know, marketers, we love our,"},{"speaker":"Dan Balcauski","startTime":1036.2,"endTime":1039.86,"body":"you know, four p's and three"},{"speaker":"Dan Balcauski","startTime":1039.86,"endTime":1045.59,"body":"C's. So it's not as catchy with,"},{"speaker":"Dan Balcauski","startTime":1039.86,"endTime":1045.59,"body":"you know, two C's and a V. So I"},{"speaker":"Dan Balcauski","startTime":1045.59,"endTime":1049.28,"body":"view that as a ladder, right?"},{"speaker":"Dan Balcauski","startTime":1045.59,"endTime":1049.28,"body":"Those are, you know, with, with"},{"speaker":"Dan Balcauski","startTime":1049.31,"endTime":1053.69,"body":"any of these orientations, like"},{"speaker":"Dan Balcauski","startTime":1049.31,"endTime":1053.69,"body":"you don't get to skip to value"},{"speaker":"Dan Balcauski","startTime":1053.69,"endTime":1056.93,"body":"based pricing and just not end"},{"speaker":"Dan Balcauski","startTime":1053.69,"endTime":1056.93,"body":"up talking about your costs,"},{"speaker":"Dan Balcauski","startTime":1056.93,"endTime":1061.04,"body":"like I've been in that situation"},{"speaker":"Dan Balcauski","startTime":1056.93,"endTime":1061.04,"body":"with, with, like senior leaders,"},{"speaker":"Dan Balcauski","startTime":1061.04,"endTime":1063.41,"body":"or even CEOs, founders of"},{"speaker":"Dan Balcauski","startTime":1061.04,"endTime":1063.41,"body":"companies, and they'll be like,"},{"speaker":"Dan Balcauski","startTime":1063.47,"endTime":1066.41,"body":"well, we want to do value based"},{"speaker":"Dan Balcauski","startTime":1063.47,"endTime":1066.41,"body":"pricing, and be like, great."},{"speaker":"Dan Balcauski","startTime":1066.74,"endTime":1069.14,"body":"What's your marginal cost to"},{"speaker":"Dan Balcauski","startTime":1066.74,"endTime":1069.14,"body":"serve a customer? Like? We don't"},{"speaker":"Dan Balcauski","startTime":1069.14,"endTime":1072.62,"body":"know? Yeah, like, let's start"},{"speaker":"Dan Balcauski","startTime":1069.14,"endTime":1072.62,"body":"there. Not that it's the"},{"speaker":"Dan Balcauski","startTime":1072.65,"endTime":1076.43,"body":"ultimate determination of where"},{"speaker":"Dan Balcauski","startTime":1072.65,"endTime":1076.43,"body":"you want to be. But it does set"},{"speaker":"Dan Balcauski","startTime":1076.43,"endTime":1081.59,"body":"a floor, if you sell $20 bills,"},{"speaker":"Dan Balcauski","startTime":1076.43,"endTime":1081.59,"body":"excuse me, if you, if you if you"},{"speaker":"Dan Balcauski","startTime":1081.59,"endTime":1084.8,"body":"sell $20 bills for $10, you're"},{"speaker":"Dan Balcauski","startTime":1081.59,"endTime":1084.8,"body":"gonna go out of business very"},{"speaker":"Dan Balcauski","startTime":1084.8,"endTime":1088.52,"body":"quickly. Right. And so you want"},{"speaker":"Dan Balcauski","startTime":1084.8,"endTime":1088.52,"body":"to make sure that, I mean, maybe"},{"speaker":"Dan Balcauski","startTime":1088.52,"endTime":1092.27,"body":"some VC will fund you with that"},{"speaker":"Dan Balcauski","startTime":1088.52,"endTime":1092.27,"body":"with that model, but I wouldn't"},{"speaker":"Dan Balcauski","startTime":1092.27,"endTime":1095.99,"body":"recommend it in general. And so,"},{"speaker":"Dan Balcauski","startTime":1092.27,"endTime":1095.99,"body":"you know, but that only tells"},{"speaker":"Dan Balcauski","startTime":1095.99,"endTime":1099.35,"body":"you your floor. Also, your"},{"speaker":"Dan Balcauski","startTime":1095.99,"endTime":1099.35,"body":"customers don't care about your"},{"speaker":"Dan Balcauski","startTime":1099.35,"endTime":1101.6,"body":"costs. So we need to understand"},{"speaker":"Dan Balcauski","startTime":1099.35,"endTime":1101.6,"body":"competition. And eventually, we"},{"speaker":"Dan Balcauski","startTime":1101.6,"endTime":1104.84,"body":"need to get value. And so why is"},{"speaker":"Dan Balcauski","startTime":1101.6,"endTime":1104.84,"body":"that a hierarchy, because I"},{"speaker":"Dan Balcauski","startTime":1104.84,"endTime":1107.36,"body":"think value based pricing, it"},{"speaker":"Dan Balcauski","startTime":1104.84,"endTime":1107.36,"body":"gets a lot of play in the"},{"speaker":"Dan Balcauski","startTime":1107.36,"endTime":1111.56,"body":"pricing world, it's very"},{"speaker":"Dan Balcauski","startTime":1107.36,"endTime":1111.56,"body":"difficult to execute and pull"},{"speaker":"Dan Balcauski","startTime":1111.56,"endTime":1115.73,"body":"off. I was, you know, somewhat"},{"speaker":"Dan Balcauski","startTime":1111.56,"endTime":1115.73,"body":"facetiously poking fun at like,"},{"speaker":"Dan Balcauski","startTime":1115.76,"endTime":1118.25,"body":"people ask the right questions,"},{"speaker":"Dan Balcauski","startTime":1115.76,"endTime":1118.25,"body":"you can get the answer. But it"},{"speaker":"Dan Balcauski","startTime":1118.25,"endTime":1123.44,"body":"does, it does require a large"},{"speaker":"Dan Balcauski","startTime":1118.25,"endTime":1123.44,"body":"organizational commitment to a"},{"speaker":"Dan Balcauski","startTime":1123.44,"endTime":1126.95,"body":"value based approach, it's in"},{"speaker":"Dan Balcauski","startTime":1123.44,"endTime":1126.95,"body":"calling it value based pricing"},{"speaker":"Dan Balcauski","startTime":1126.95,"endTime":1130.67,"body":"also sort of undercuts the rest"},{"speaker":"Dan Balcauski","startTime":1126.95,"endTime":1130.67,"body":"of the organization's lift"},{"speaker":"Dan Balcauski","startTime":1130.7,"endTime":1134.09,"body":"that's required, and you can't"},{"speaker":"Dan Balcauski","startTime":1130.7,"endTime":1134.09,"body":"just have the pricing, people go"},{"speaker":"Dan Balcauski","startTime":1134.09,"endTime":1136.31,"body":"into a back room and run some"},{"speaker":"Dan Balcauski","startTime":1134.09,"endTime":1136.31,"body":"spreadsheet, like this is how"},{"speaker":"Dan Balcauski","startTime":1136.31,"endTime":1137.84,"body":"much value we create for"},{"speaker":"Dan Balcauski","startTime":1136.31,"endTime":1137.84,"body":"customers, this is what we're"},{"speaker":"Dan Balcauski","startTime":1137.84,"endTime":1140.0,"body":"gonna price at, because then"},{"speaker":"Dan Balcauski","startTime":1137.84,"endTime":1140.0,"body":"you're gonna hand it off to your"},{"speaker":"Dan Balcauski","startTime":1140.0,"endTime":1142.58,"body":"frontline sales reps, or your"},{"speaker":"Dan Balcauski","startTime":1140.0,"endTime":1142.58,"body":"customer success reps. And"},{"speaker":"Dan Balcauski","startTime":1142.58,"endTime":1145.61,"body":"they're gonna go tell the"},{"speaker":"Dan Balcauski","startTime":1142.58,"endTime":1145.61,"body":"customer or prospect that and"},{"speaker":"Dan Balcauski","startTime":1145.61,"endTime":1148.7,"body":"they're, what is the prospect"},{"speaker":"Dan Balcauski","startTime":1145.61,"endTime":1148.7,"body":"gonna say? I don't believe you."},{"speaker":"Dan Balcauski","startTime":1149.06,"endTime":1151.94,"body":"Because I've been told that"},{"speaker":"Dan Balcauski","startTime":1149.06,"endTime":1151.94,"body":"before, show me the proof. And"},{"speaker":"Dan Balcauski","startTime":1151.94,"endTime":1155.03,"body":"then they're gonna go Miss"},{"speaker":"Dan Balcauski","startTime":1151.94,"endTime":1155.03,"body":"prospect, how would you like a"},{"speaker":"Dan Balcauski","startTime":1155.03,"endTime":1158.0,"body":"50% discount? Because they're"},{"speaker":"Dan Balcauski","startTime":1155.03,"endTime":1158.0,"body":"not going to be able to stand"},{"speaker":"Dan Balcauski","startTime":1158.0,"endTime":1159.98,"body":"behind the value because they"},{"speaker":"Dan Balcauski","startTime":1158.0,"endTime":1159.98,"body":"don't have the proof. Right? And"},{"speaker":"Dan Balcauski","startTime":1159.98,"endTime":1166.04,"body":"so this is where value based"},{"speaker":"Dan Balcauski","startTime":1159.98,"endTime":1166.04,"body":"pricing breaks down. The flip"},{"speaker":"Dan Balcauski","startTime":1166.04,"endTime":1170.81,"body":"side is the answer to your"},{"speaker":"Dan Balcauski","startTime":1166.04,"endTime":1170.81,"body":"question, how do we if we want"},{"speaker":"Dan Balcauski","startTime":1170.81,"endTime":1173.45,"body":"to actually pursue that"},{"speaker":"Dan Balcauski","startTime":1170.81,"endTime":1173.45,"body":"approach, get to value?"},{"speaker":"Dan Balcauski","startTime":1173.96,"endTime":1179.48,"body":"Ultimately, it comes from having"},{"speaker":"Dan Balcauski","startTime":1173.96,"endTime":1179.48,"body":"detailed conversations with your"},{"speaker":"Dan Balcauski","startTime":1179.48,"endTime":1183.38,"body":"customers, understanding how"},{"speaker":"Dan Balcauski","startTime":1179.48,"endTime":1183.38,"body":"your product fits into their"},{"speaker":"Dan Balcauski","startTime":1183.38,"endTime":1187.82,"body":"business, and ultimately driving"},{"speaker":"Dan Balcauski","startTime":1183.38,"endTime":1187.82,"body":"that conversation to $1 sign. So"},{"speaker":"Dan Balcauski","startTime":1187.85,"endTime":1192.29,"body":"one of the distinctions in my"},{"speaker":"Dan Balcauski","startTime":1187.85,"endTime":1192.29,"body":"world versus say, for example,"},{"speaker":"Dan Balcauski","startTime":1192.29,"endTime":1194.69,"body":"product management, product"},{"speaker":"Dan Balcauski","startTime":1192.29,"endTime":1194.69,"body":"management that is like Oh, talk"},{"speaker":"Dan Balcauski","startTime":1194.69,"endTime":1198.14,"body":"to your users talk to users in"},{"speaker":"Dan Balcauski","startTime":1194.69,"endTime":1198.14,"body":"pricing. I want to be very"},{"speaker":"Dan Balcauski","startTime":1198.14,"endTime":1202.82,"body":"explicit that I want to feel cuz"},{"speaker":"Dan Balcauski","startTime":1198.14,"endTime":1202.82,"body":"users are important. But I do"},{"speaker":"Dan Balcauski","startTime":1202.82,"endTime":1205.1,"body":"want to focus on the buyers of"},{"speaker":"Dan Balcauski","startTime":1202.82,"endTime":1205.1,"body":"focus on the customers, the"},{"speaker":"Dan Balcauski","startTime":1205.1,"endTime":1207.05,"body":"people who are paying you,"},{"speaker":"Dan Balcauski","startTime":1205.1,"endTime":1207.05,"body":"because they're the ones who are"},{"speaker":"Dan Balcauski","startTime":1207.05,"endTime":1210.59,"body":"having to write a check. And"},{"speaker":"Dan Balcauski","startTime":1207.05,"endTime":1210.59,"body":"oftentimes, especially if you're"},{"speaker":"Dan Balcauski","startTime":1210.59,"endTime":1213.14,"body":"an enterprise software, they're"},{"speaker":"Dan Balcauski","startTime":1210.59,"endTime":1213.14,"body":"gonna have to make an ROI"},{"speaker":"Dan Balcauski","startTime":1213.14,"endTime":1216.62,"body":"justification. Right. And so"},{"speaker":"Dan Balcauski","startTime":1213.14,"endTime":1216.62,"body":"they're, you know, the your"},{"speaker":"Dan Balcauski","startTime":1216.62,"endTime":1220.73,"body":"champion is, is probably looking"},{"speaker":"Dan Balcauski","startTime":1216.62,"endTime":1220.73,"body":"to you for help of like, how"},{"speaker":"Dan Balcauski","startTime":1220.73,"endTime":1222.74,"body":"have you created value for"},{"speaker":"Dan Balcauski","startTime":1220.73,"endTime":1222.74,"body":"others, because I've got to"},{"speaker":"Dan Balcauski","startTime":1222.74,"endTime":1226.55,"body":"justify spending $100,000, you"},{"speaker":"Dan Balcauski","startTime":1222.74,"endTime":1226.55,"body":"know, or whatever $10,000, you"},{"speaker":"Dan Balcauski","startTime":1226.55,"endTime":1229.49,"body":"know, like, help me make this"},{"speaker":"Dan Balcauski","startTime":1226.55,"endTime":1229.49,"body":"justification to my CEO, or my"},{"speaker":"Dan Balcauski","startTime":1229.49,"endTime":1233.18,"body":"CFO to write this check. So"},{"speaker":"Dan Balcauski","startTime":1229.49,"endTime":1233.18,"body":"you're gonna have a lot of those"},{"speaker":"Dan Balcauski","startTime":1233.18,"endTime":1238.7,"body":"conversations early on, that"},{"speaker":"Dan Balcauski","startTime":1233.18,"endTime":1238.7,"body":"don't necessarily make it to the"},{"speaker":"Dan Balcauski","startTime":1238.7,"endTime":1241.19,"body":"foundation of your pricing"},{"speaker":"Dan Balcauski","startTime":1238.7,"endTime":1241.19,"body":"approach. But you're going to"},{"speaker":"Dan Balcauski","startTime":1241.19,"endTime":1243.8,"body":"collect those over time, right?"},{"speaker":"Dan Balcauski","startTime":1241.19,"endTime":1243.8,"body":"Because those are, those are"},{"speaker":"Dan Balcauski","startTime":1243.8,"endTime":1246.11,"body":"gonna be things that happen"},{"speaker":"Dan Balcauski","startTime":1243.8,"endTime":1246.11,"body":"naturally. And then when you get"},{"speaker":"Dan Balcauski","startTime":1246.11,"endTime":1248.78,"body":"really, really serious about"},{"speaker":"Dan Balcauski","startTime":1246.11,"endTime":1248.78,"body":"value based pricing, that's"},{"speaker":"Dan Balcauski","startTime":1248.78,"endTime":1255.2,"body":"where you can go out. And, for"},{"speaker":"Dan Balcauski","startTime":1248.78,"endTime":1255.2,"body":"example, Forrester does ti total"},{"speaker":"Dan Balcauski","startTime":1255.2,"endTime":1257.99,"body":"economic impact studies, as you"},{"speaker":"Dan Balcauski","startTime":1255.2,"endTime":1257.99,"body":"know, if anyone's seen those,"},{"speaker":"Dan Balcauski","startTime":1258.62,"endTime":1262.01,"body":"those could be references. But"},{"speaker":"Dan Balcauski","startTime":1258.62,"endTime":1262.01,"body":"you could do though, you could"},{"speaker":"Dan Balcauski","startTime":1262.01,"endTime":1265.79,"body":"do those analyses on your own."},{"speaker":"Dan Balcauski","startTime":1262.01,"endTime":1265.79,"body":"You can, I'm sure as your"},{"speaker":"Dan Balcauski","startTime":1265.79,"endTime":1268.76,"body":"customer success reps are trying"},{"speaker":"Dan Balcauski","startTime":1265.79,"endTime":1268.76,"body":"to, you know, Customer Success"},{"speaker":"Dan Balcauski","startTime":1268.76,"endTime":1272.66,"body":"owns renewals, they're having to"},{"speaker":"Dan Balcauski","startTime":1268.76,"endTime":1272.66,"body":"help justify those those ROI"},{"speaker":"Dan Balcauski","startTime":1272.66,"endTime":1275.48,"body":"calculations. And then it's"},{"speaker":"Dan Balcauski","startTime":1272.66,"endTime":1275.48,"body":"about feeding that back into the"},{"speaker":"Dan Balcauski","startTime":1275.48,"endTime":1278.72,"body":"rest of your education. So it's"},{"speaker":"Dan Balcauski","startTime":1275.48,"endTime":1278.72,"body":"a full organizational behavior."},{"speaker":"Dan Balcauski","startTime":1278.72,"endTime":1282.32,"body":"It's not just a pricing"},{"speaker":"Dan Balcauski","startTime":1278.72,"endTime":1282.32,"body":"exercise. But really comes back"},{"speaker":"Dan Balcauski","startTime":1282.32,"endTime":1284.21,"body":"to what I was saying before is"},{"speaker":"Dan Balcauski","startTime":1282.32,"endTime":1284.21,"body":"having those in depth"},{"speaker":"Dan Balcauski","startTime":1284.21,"endTime":1289.13,"body":"conversations with your"},{"speaker":"Dan Balcauski","startTime":1284.21,"endTime":1289.13,"body":"customers. Understanding how"},{"speaker":"Dan Balcauski","startTime":1289.13,"endTime":1292.88,"body":"your product fits in and how"},{"speaker":"Dan Balcauski","startTime":1289.13,"endTime":1292.88,"body":"you're generating return, are"},{"speaker":"Dan Balcauski","startTime":1292.88,"endTime":1294.98,"body":"you helping them increase"},{"speaker":"Dan Balcauski","startTime":1292.88,"endTime":1294.98,"body":"revenue, increase profit,"},{"speaker":"Dan Balcauski","startTime":1294.98,"endTime":1299.93,"body":"decrease costs, okay, what is"},{"speaker":"Dan Balcauski","startTime":1294.98,"endTime":1299.93,"body":"the outcome that the customers"},{"speaker":"Dan Balcauski","startTime":1299.96,"endTime":1303.65,"body":"judging the value of your"},{"speaker":"Dan Balcauski","startTime":1299.96,"endTime":1303.65,"body":"product by? And then, you know,"},{"speaker":"Dan Balcauski","startTime":1303.65,"endTime":1306.17,"body":"what was their situation before?"},{"speaker":"Dan Balcauski","startTime":1303.65,"endTime":1306.17,"body":"What was the situation after"},{"speaker":"Dan Balcauski","startTime":1306.17,"endTime":1309.08,"body":"what were the variables that"},{"speaker":"Dan Balcauski","startTime":1306.17,"endTime":1309.08,"body":"affect how effective they are."},{"speaker":"Dan Balcauski","startTime":1309.74,"endTime":1312.68,"body":"Because even if you're not going"},{"speaker":"Dan Balcauski","startTime":1309.74,"endTime":1312.68,"body":"to do full value based pricing,"},{"speaker":"Dan Balcauski","startTime":1312.77,"endTime":1315.8,"body":"a lot of those inputs are"},{"speaker":"Dan Balcauski","startTime":1312.77,"endTime":1315.8,"body":"incredibly useful when you are"},{"speaker":"Dan Balcauski","startTime":1316.01,"endTime":1320.12,"body":"even doing a lot of the"},{"speaker":"Dan Balcauski","startTime":1316.01,"endTime":1320.12,"body":"packaging conversations. Because"},{"speaker":"Dan Balcauski","startTime":1320.15,"endTime":1322.52,"body":"you know, helping to understand"},{"speaker":"Dan Balcauski","startTime":1320.15,"endTime":1322.52,"body":"which pricing metric you should"},{"speaker":"Dan Balcauski","startTime":1322.52,"endTime":1324.89,"body":"choose, for example, should be"},{"speaker":"Dan Balcauski","startTime":1322.52,"endTime":1324.89,"body":"aligned with how you're creating"},{"speaker":"Dan Balcauski","startTime":1324.89,"endTime":1328.25,"body":"value for customers. So if"},{"speaker":"Dan Balcauski","startTime":1324.89,"endTime":1328.25,"body":"you're trying to align, for"},{"speaker":"Dan Balcauski","startTime":1328.25,"endTime":1332.09,"body":"example, you, you work a lot"},{"speaker":"Dan Balcauski","startTime":1328.25,"endTime":1332.09,"body":"with sales folks. You know, the"},{"speaker":"Dan Balcauski","startTime":1332.09,"endTime":1334.97,"body":"idea behind something like CRM,"},{"speaker":"Dan Balcauski","startTime":1332.09,"endTime":1334.97,"body":"whether it's Salesforce, or"},{"speaker":"Dan Balcauski","startTime":1334.97,"endTime":1338.09,"body":"HubSpot, or Pipedrive, or"},{"speaker":"Dan Balcauski","startTime":1334.97,"endTime":1338.09,"body":"whatever it might be, a lot of"},{"speaker":"Dan Balcauski","startTime":1338.09,"endTime":1341.18,"body":"it is price per user, that's the"},{"speaker":"Dan Balcauski","startTime":1338.09,"endTime":1341.18,"body":"pricing metric, because I'm"},{"speaker":"Dan Balcauski","startTime":1341.18,"endTime":1345.29,"body":"helping make every sales rep on"},{"speaker":"Dan Balcauski","startTime":1341.18,"endTime":1345.29,"body":"your team more efficient, more"},{"speaker":"Dan Balcauski","startTime":1345.29,"endTime":1348.38,"body":"effective closing more business."},{"speaker":"Dan Balcauski","startTime":1345.29,"endTime":1348.38,"body":"And so therefore, my pricing"},{"speaker":"Dan Balcauski","startTime":1348.38,"endTime":1351.02,"body":"scales with the value. So even"},{"speaker":"Dan Balcauski","startTime":1348.38,"endTime":1351.02,"body":"if I'm not going to base that"},{"speaker":"Dan Balcauski","startTime":1351.02,"endTime":1354.95,"body":"final number on the overall ROI"},{"speaker":"Dan Balcauski","startTime":1351.02,"endTime":1354.95,"body":"i create, I still want to have"},{"speaker":"Dan Balcauski","startTime":1354.95,"endTime":1357.08,"body":"those conversations upfront and"},{"speaker":"Dan Balcauski","startTime":1354.95,"endTime":1357.08,"body":"build them in early in the"},{"speaker":"Dan Balcauski","startTime":1357.08,"endTime":1357.62,"body":"process."},{"speaker":"Matt Wolach","startTime":1358.73,"endTime":1361.07,"body":"I love it. And one"},{"speaker":"Matt Wolach","startTime":1358.73,"endTime":1361.07,"body":"of the things you touched on in"},{"speaker":"Matt Wolach","startTime":1361.07,"endTime":1365.09,"body":"there something that we teach"},{"speaker":"Matt Wolach","startTime":1361.07,"endTime":1365.09,"body":"and I coach a lot to my clients"},{"speaker":"Matt Wolach","startTime":1365.09,"endTime":1367.94,"body":"is you don't always have to when"},{"speaker":"Matt Wolach","startTime":1365.09,"endTime":1367.94,"body":"you're talking with your"},{"speaker":"Matt Wolach","startTime":1367.94,"endTime":1370.61,"body":"prospect, you don't always have"},{"speaker":"Matt Wolach","startTime":1367.94,"endTime":1370.61,"body":"to ask them the budget question,"},{"speaker":"Matt Wolach","startTime":1370.61,"endTime":1372.89,"body":"Hey, do you have budget for"},{"speaker":"Matt Wolach","startTime":1370.61,"endTime":1372.89,"body":"this? And maybe in some cases"},{"speaker":"Matt Wolach","startTime":1372.89,"endTime":1374.69,"body":"you do if you're selling to"},{"speaker":"Matt Wolach","startTime":1372.89,"endTime":1374.69,"body":"government or schools or"},{"speaker":"Matt Wolach","startTime":1374.69,"endTime":1376.76,"body":"something. But in many cases,"},{"speaker":"Matt Wolach","startTime":1374.69,"endTime":1376.76,"body":"you don't have to ask that"},{"speaker":"Matt Wolach","startTime":1376.76,"endTime":1379.73,"body":"question. You just have to get"},{"speaker":"Matt Wolach","startTime":1376.76,"endTime":1379.73,"body":"them to realize that they are"},{"speaker":"Matt Wolach","startTime":1379.73,"endTime":1384.32,"body":"losing more than what you cost."},{"speaker":"Matt Wolach","startTime":1379.73,"endTime":1384.32,"body":"And of course, if in your early"},{"speaker":"Matt Wolach","startTime":1384.32,"endTime":1387.41,"body":"days, you can set the pricing"},{"speaker":"Matt Wolach","startTime":1384.32,"endTime":1387.41,"body":"around that even later days. But"},{"speaker":"Matt Wolach","startTime":1387.47,"endTime":1389.33,"body":"at least within the"},{"speaker":"Matt Wolach","startTime":1387.47,"endTime":1389.33,"body":"conversations, you're in"},{"speaker":"Matt Wolach","startTime":1389.33,"endTime":1392.69,"body":"discovery, you're learning about"},{"speaker":"Matt Wolach","startTime":1389.33,"endTime":1392.69,"body":"them, get them realizing or get"},{"speaker":"Matt Wolach","startTime":1392.69,"endTime":1396.23,"body":"them to voice that they're"},{"speaker":"Matt Wolach","startTime":1392.69,"endTime":1396.23,"body":"losing more money than your"},{"speaker":"Matt Wolach","startTime":1396.23,"endTime":1398.93,"body":"product costs. And you talked"},{"speaker":"Matt Wolach","startTime":1396.23,"endTime":1398.93,"body":"about that to get them to equate"},{"speaker":"Matt Wolach","startTime":1398.93,"endTime":1402.14,"body":"that to some sort of dollar"},{"speaker":"Matt Wolach","startTime":1398.93,"endTime":1402.14,"body":"sign. If you ask those right"},{"speaker":"Matt Wolach","startTime":1402.14,"endTime":1405.35,"body":"questions, like you said, you"},{"speaker":"Matt Wolach","startTime":1402.14,"endTime":1405.35,"body":"absolutely can do it. So I love"},{"speaker":"Matt Wolach","startTime":1405.35,"endTime":1407.72,"body":"what you're saying. We're"},{"speaker":"Matt Wolach","startTime":1405.35,"endTime":1407.72,"body":"totally in sync here, Dan, of"},{"speaker":"Matt Wolach","startTime":1407.72,"endTime":1411.08,"body":"course, we are out of time, just"},{"speaker":"Matt Wolach","startTime":1407.72,"endTime":1411.08,"body":"right. When I'm like super"},{"speaker":"Matt Wolach","startTime":1411.08,"endTime":1413.69,"body":"jazzed and excited. You're"},{"speaker":"Matt Wolach","startTime":1411.08,"endTime":1413.69,"body":"sharing some great stuff. But I"},{"speaker":"Matt Wolach","startTime":1413.69,"endTime":1416.12,"body":"want to make sure our audience"},{"speaker":"Matt Wolach","startTime":1413.69,"endTime":1416.12,"body":"can continue to learn because"},{"speaker":"Matt Wolach","startTime":1416.12,"endTime":1418.73,"body":"you've got a lot of awesome"},{"speaker":"Matt Wolach","startTime":1416.12,"endTime":1418.73,"body":"stuff. So how can our audience"},{"speaker":"Matt Wolach","startTime":1418.73,"endTime":1419.99,"body":"connect with you and learn more"},{"speaker":"Matt Wolach","startTime":1418.73,"endTime":1419.99,"body":"from you?"},{"speaker":"Dan Balcauski","startTime":1420.32,"endTime":1421.82,"body":"Yeah, I'm happy"},{"speaker":"Dan Balcauski","startTime":1420.32,"endTime":1421.82,"body":"to connect with folks on"},{"speaker":"Dan Balcauski","startTime":1421.82,"endTime":1424.58,"body":"LinkedIn. Dan Balcauski just"},{"speaker":"Dan Balcauski","startTime":1421.82,"endTime":1424.58,"body":"sent me a note that you heard me"},{"speaker":"Dan Balcauski","startTime":1424.58,"endTime":1427.07,"body":"on the podcast, I could separate"},{"speaker":"Dan Balcauski","startTime":1424.58,"endTime":1427.07,"body":"it from the rest of the LinkedIn"},{"speaker":"Dan Balcauski","startTime":1427.07,"endTime":1431.51,"body":"outreach spam. And also, you"},{"speaker":"Dan Balcauski","startTime":1427.07,"endTime":1431.51,"body":"know, I try to blog pretty"},{"speaker":"Dan Balcauski","startTime":1431.51,"endTime":1435.41,"body":"regularly on my website at"},{"speaker":"Dan Balcauski","startTime":1431.51,"endTime":1435.41,"body":"producttranquility.com. So folks"},{"speaker":"Dan Balcauski","startTime":1435.41,"endTime":1440.51,"body":"can follow me there reach out"},{"speaker":"Dan Balcauski","startTime":1435.41,"endTime":1440.51,"body":"via my website. And I think we"},{"speaker":"Dan Balcauski","startTime":1440.72,"endTime":1444.14,"body":"had the same inspiration. I also"},{"speaker":"Dan Balcauski","startTime":1440.72,"endTime":1444.14,"body":"have a podcast called SaaS"},{"speaker":"Dan Balcauski","startTime":1444.14,"endTime":1449.6,"body":"Scaling Secrets. So both of us"},{"speaker":"Dan Balcauski","startTime":1444.14,"endTime":1449.6,"body":"are are running podcasts for"},{"speaker":"Dan Balcauski","startTime":1449.6,"endTime":1452.78,"body":"founder. So I just wrapped up"},{"speaker":"Dan Balcauski","startTime":1449.6,"endTime":1452.78,"body":"season one there where I"},{"speaker":"Dan Balcauski","startTime":1452.78,"endTime":1458.96,"body":"interview scale up a b2b SaaS"},{"speaker":"Dan Balcauski","startTime":1452.78,"endTime":1458.96,"body":"CEOs. So wrapped up 25 episode"},{"speaker":"Dan Balcauski","startTime":1458.96,"endTime":1464.57,"body":"season one here last month. And"},{"speaker":"Dan Balcauski","startTime":1458.96,"endTime":1464.57,"body":"so folks are looking to, to"},{"speaker":"Dan Balcauski","startTime":1464.57,"endTime":1468.44,"body":"learn how to scale their SaaS"},{"speaker":"Dan Balcauski","startTime":1464.57,"endTime":1468.44,"body":"from other veteran CEOs and"},{"speaker":"Dan Balcauski","startTime":1468.44,"endTime":1471.59,"body":"founders in the trenches. You"},{"speaker":"Dan Balcauski","startTime":1468.44,"endTime":1471.59,"body":"can always catch me there,"},{"speaker":"Dan Balcauski","startTime":1471.68,"endTime":1472.73,"body":"wherever podcasts are found."},{"speaker":"Matt Wolach","startTime":1473.33,"endTime":1475.07,"body":"Beautiful, I'll"},{"speaker":"Matt Wolach","startTime":1473.33,"endTime":1475.07,"body":"have a listen myself. Sounds"},{"speaker":"Matt Wolach","startTime":1475.07,"endTime":1478.07,"body":"like a lot of fun. And we'll put"},{"speaker":"Matt Wolach","startTime":1475.07,"endTime":1478.07,"body":"all those links into the show"},{"speaker":"Matt Wolach","startTime":1478.07,"endTime":1480.62,"body":"notes if you're listening and go"},{"speaker":"Matt Wolach","startTime":1478.07,"endTime":1480.62,"body":"grab it there. But Dan, this is"},{"speaker":"Matt Wolach","startTime":1480.62,"endTime":1482.42,"body":"awesome. Thanks so much for"},{"speaker":"Matt Wolach","startTime":1480.62,"endTime":1482.42,"body":"coming on the show and sharing"},{"speaker":"Matt Wolach","startTime":1482.42,"endTime":1482.84,"body":"all this."},{"speaker":"Dan Balcauski","startTime":1483.11,"endTime":1484.94,"body":"I had a blast"},{"speaker":"Dan Balcauski","startTime":1483.11,"endTime":1484.94,"body":"that would have to do it again."},{"speaker":"Dan Balcauski","startTime":1484.94,"endTime":1486.23,"body":"Hopefully it's valuable for"},{"speaker":"Dan Balcauski","startTime":1484.94,"endTime":1486.23,"body":"listeners."},{"speaker":"Matt Wolach","startTime":1487.04,"endTime":1489.2,"body":"Yeah, I think it"},{"speaker":"Matt Wolach","startTime":1487.04,"endTime":1489.2,"body":"definitely will be and thank you"},{"speaker":"Matt Wolach","startTime":1489.2,"endTime":1491.39,"body":"all for being here. I appreciate"},{"speaker":"Matt Wolach","startTime":1489.2,"endTime":1491.39,"body":"you watching and listening."},{"speaker":"Matt Wolach","startTime":1491.57,"endTime":1493.88,"body":"Absolutely. Make sure you are"},{"speaker":"Matt Wolach","startTime":1491.57,"endTime":1493.88,"body":"subscribed. You don't want to"},{"speaker":"Matt Wolach","startTime":1493.88,"endTime":1497.81,"body":"miss any other amazing tidbits"},{"speaker":"Matt Wolach","startTime":1493.88,"endTime":1497.81,"body":"and anecdotes and stories and"},{"speaker":"Matt Wolach","startTime":1497.99,"endTime":1501.26,"body":"just gold like Dan just shared"},{"speaker":"Matt Wolach","startTime":1497.99,"endTime":1501.26,"body":"so hit Got subscribe and then we"},{"speaker":"Matt Wolach","startTime":1501.26,"endTime":1502.7,"body":"will see you next time take care"}]}