🏷️ Growth Capital Podcast — Episode 58 🏷️

Most B2B SaaS leaders treat pricing as a number to optimize—when in reality, it’s one of the most powerful strategic levers in the business.

In this episode of the Growth Capital Podcast, host Justin Dixon sits down with Daniel Balcauski, Founder & Chief Pricing Officer of Product Tranquility, to unpack why pricing is less about math and more about strategy, positioning, and customer value.

Dan shares hard-earned insights from working with B2B SaaS companies scaling from $20M to $50M+ ARR, including how pricing decisions impact net revenue retention, sales velocity, expansion revenue, and long-term competitiveness. The conversation also explores how AI is reshaping SaaS cost structures—and why usage-based or token pricing is often the wrong reaction.

🎯 In this episode, you’ll learn:

Why “who” and “how” you charge matters more than “what” you charge
How pricing and packaging influence net revenue retention and expansion
The hidden risks of “average pricing” in growing SaaS businesses
Why pricing projects often expose deeper strategy and ICP issues
How to think about monetizing AI without confusing or alienating customers

🚀 Whether you’re a founder, operator, or investor, this episode reframes pricing as a core growth discipline—not a finance afterthought.

📩 Connect with Dan Balcauski:

LinkedIn: https://www.linkedin.com/in/balcauski/
Website: https://www.producttranquility.com

👉 Subscribe for more conversations with private equity leaders, PE-backed CEOs, and SaaS founders.
💬 Comment below: How intentional is your pricing strategy today?

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