Pricing in the Real World: Snow Removal Example

In this high-energy episode of Mostly Growth, CJ Gustafson, Kyle Poyar, and Ben Hillman dive into the hidden levers of SaaS growth and what truly separates startups that scale to $20M+ ARR from those that stall out. They explore eye-opening data from 6,500 companies, revealing how the best improve net retention, raise pricing, and re-engineer their revenue models over time. Alongside the metrics, there’s plenty of playful chaos—like a naming debate over “Yoshinobu Yamamoto Gustafson,” a rapid-fire game of “Founder or Pop Star,” and CJ’s accidental IPO embargo break. It’s part insight, part inside joke, and 100% for SaaS operators and C-suite climbers.

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LINKS:

Mostly Metrics: https://www.mostlymetrics.com

CJ on LinkedIn: https://www.linkedin.com/in/cj-gustafson-13140948/

Growth Unhinged: https://www.growthunhinged.com/

Kyle on LinkedIn: https://www.linkedin.com/in/kyle-poyar/

Slacker Stuff: https://www.slackerstuff.com/

Ben on LinkedIn: https://www.linkedin.com/in/slackerstuff/

https://www.growthunhinged.com/p/the-compounding-startup

https://www.growthunhinged.com/p/the-odds-of-making-it

https://www.superme.ai/kylepoyar?conversationId=VgDXTOl2Z89mW7UYXstU0b

https://a16z.com/anatomy-of-an-enterprise-platform-company/

https://www.investopedia.com/terms/h/hhi.asp

https://navan.com/

https://www.mostlymetrics.com/p/navan-ipo-s1-breakdown

https://x.com/amendandpretend/status/1983588137453416763?s=46

https://x.com/ryan_c_walsh/status/1983705182371475630?s=46

https://www.reddit.com/r/TwinCities/comments/z6hxp8/how_much_are_people_paying_for_residential_snow/

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RELATED EPISODES:

Getting fired 4 times made me a founder | Sam Jacobs of Pavilion

https://youtu.be/8X-JVOF-1A0

Why Founders Are Posting Sad Dinners

https://youtu.be/Zl6NSIHF2Gk

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TIMESTAMPS:

00:00:00 Preview and Intro

00:01:55 Sponsors – Pulley & Metronome

00:04:25 Dodgers Banter & Baby Naming

00:05:38 Founder or Pop Star Game

00:07:50 ChartMogul Data & Growth Levers

00:08:30 Expansion, Upsell & Retention Discussion

00:15:53 Testing Kyle’s AI Avatar

00:17:07 CJ’s AI Self-Query & Beta Discussion

00:18:04 AI Use Cases & Knowledge Retention

00:22:03 Platform Debate & A16z Analysis

00:24:29 Herfindahl-Hirschman Index Explained

00:25:34 Platform Metrics & Valuation Upside

00:26:48 CrowdStrike, Datadog & Multi-Product Expansion

00:28:13 Core Systems of Record & AI’s Impact

00:29:49 Business Blunders – Navan IPO & Snowflake CRO

00:34:07 Snow Removal Pricing & Insurance Logic

00:35:56 Closing Remarks & Credits

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SPONSORS:

Metronome is real-time billing built for modern software companies. Metronome turns raw usage events into accurate invoices, gives customers bills they actually understand, and keeps finance, product, and engineering perfectly in sync. That’s why category-defining companies like OpenAI and Anthropic trust Metronome to power usage-based pricing and enterprise contracts at scale. Focus on your product — not your billing. Learn more and get started at https://www.metronome.com

Pulley is the cap table management platform built for CFOs and finance leaders who need reliable, audit-ready data and intuitive workflows, without the hidden fees or unreliable support. Switch in as little as 5 days and get 25% off your first year: https://pulley.com/mostlymetrics

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#MostlyGrowthPodcast #SaaSGrowth #StartupStrategy #B2BTech #RevenueRetention

This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit cjgustafson.substack.com