Mostly metrics
Run the Numbers
E14: Everything You Need to Know About Pricing Products

E14: Everything You Need to Know About Pricing Products

What's the right way to think about pricing your product? This is a difficult challenge for executives to nail down, and can make or break your company—that's why we brought on Kyle Poyar, Operating Partner at OpenView, to distill how to think about pricing the right way. If you’re looking for an ERP platform, check out our sponsor, NetSuite:



NetSuite provides financial software for all your business needs. More than thirty-six thousand companies have already upgraded to NetSuite, gaining visibility and control over their financials, inventory, HR, eCommerce, and more. If you're looking for an ERP platform ✅ NetSuite: and defer payments of a FULL NetSuite implementation for six months.

Tropic is the next-generation Procurement Platform that’s helping modern CFOs take control of their budgets and bottom line. By combining approval workflows, supplier management, and pricing benchmarks all in one place, Tropic makes savings opportunities easy to find and act on. 🌴 Visit to learn how. 

Planful empowers teams just like yours to drive peak financial performance in every corner of your business. Think purpose-built applications for every department, from FP&A to accounting, marketing to HR, all with built-in financial intelligence. ✍️ Go to to see how you can tackle unwanted surprises in real-time.



@poyark (Kyle)

@cjgustafson222 (CJ)

@TurpentineMedia (Turpentine)



(00:00) Episode Preview

(01:19) What is price elasticity?

(04:02) Psychology and price hacks

(05:47) On pricing and giving discounts

(08:17) PLG pricing and transparency

(13:57) Negotiation and haggling

(15:27) Sponsor: NetSuite

(17:04) The fun in pricing tactics

(19:30) Raising prices and the rule of nine

(26:18) Raising prices and going public

(27:38) Sponsor: Planful

(28:56) Free trials vs freenium

(36:10) 11 characteristics of the best PLG companies

(42:05) SEGMENT: Long-ass lightning round

(46:56) SEGMENT: Rep Yo Stack - Sponsored by Tropic

Mostly metrics
Run the Numbers
Run the Numbers is a twice-weekly podcast about financial metrics and business models, designed for ambitious people operating tech startups. It's a collection of things host CJ Gustafson (CFO at Partstech and writer of Mostly Metrics) has learned and thought about in the trenches as a tech CFO.
This show is meant to serve as a playbook of sorts for the stuff CJ wishes he knew earlier in his career, both from experience and from copying people smarter than himself.
Topics frequently touch upon Startup SaaS Metrics, Annual Budgeting, Financial Forecasting, Headcount, Equity, Dilution, and Fundraising – and how all of these drive business performance and growth.