STARTUP TOPIC
Different approaches to charging early, free access, paid pilots, and testing a business model.
A free software period can work when existing consulting customers already pay for a service and the software becomes part of that service.
The SaaS Podcast2025-06-12
Charge when a B2B product already solves a measurable problem; use feedback from people who are willing to pay.
The SaaS Podcast2015-03-09
Free adoption was not enough to establish the business. Asking customers to pay and speaking with them directly changed the evidence available to the founder.
The SaaS Podcast2019-07-15
Pricing an AI product requires understanding the value it can reliably provide, while promise and actual capability need to match.
Startups For the Rest of Us2026-08-25Validation is incomplete evidence, not certainty. The appropriate test depends on the eventual sales process and customer price point.
Startups For the Rest of Us2023-04-04Free software for existing consulting customers
An ad-tech consulting business with existing paying clients.
Charge when the product solves a paid problem
Stripe analytics for online software businesses.
Price the value the product can deliver
Rob Walling answers listener questions about AI product pricing.
Practical discussions about independent software companies, early customers, recurring revenue, and founder decisions.
Founder interviews about product decisions, acquiring customers, sales, and software business growth.