In this episode of Unpack Pricing, James Brown, Chief Product Officer at Metronome, hosts a product leader-to-product leader conversation with Brandon Walsh, Director of PM, FinTech & Billing at HubSpot. Drawing on his experience at Intercom leading monetization, Brandon explains why usage-based billing fundamentally transforms product management, requiring deeper customer focus and making every team a "customer success team." He shares tactical frameworks for creating transparent and fair billing experiences, insights from implementing outcome-based pricing at Intercom, and how AI will shape how companies monetize. They explore how product careers are evolving to require cross-functional expertise, the build-vs-buy decision for billing infrastructure, and why product leaders should view billing as core to customer experience rather than back-office infrastructure. Brandon concludes with his "hot take" on why now is the time to be bold with pricing innovation while maintaining flexibility to iterate quickly.

FULL TRANSCRIPT AVAILABLE HERE:

http://metronome.com/unpack-pricing/beyond-the-seat-model-how-usage-based-pricing-is-transforming-product-teams

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Follow:

James

https://www.linkedin.com/in/james-brown-0238ba23/

Brandon

https://www.linkedin.com/in/brandonwalsh/

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Check out:

Hubspot: https://www.hubspot.com/

Metronome: https://metronome.com/

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