Toll Roads as Usage Pricing

In this episode of Mostly Growth, Kyle Poyar, CJ Gustafson, and Ben Hillman unpack what actually matters as AI reshapes how companies grow. They debate why legacy metrics like LTV to CAC are breaking down, explore emerging measures such as gross profit per token and outcome-based performance, and discuss how AI changes sales compensation, org design, and go-to-market economics. Along the way, they dig into Domino’s surprising stock performance, private equity’s quiet bet on pickleball, and real-world pricing oddities, tying everyday examples back to durable growth fundamentals.

—

SPONSORS:

RightRev is an automated revenue recognition platform built for modern pricing models like usage-based pricing, bundles, and mid-cycle upgrades. RightRev lets companies scale monetization without slowing down close or compliance. For RevRec that keeps growth moving, visit https://www.rightrev.com

Tropic is an intelligent spend management solution that consolidates your spend data and processes into one unified offering, enabling insights and decisive action. From spotting hidden optimization opportunities to automating painful procurement workflows and giving you the best market data to turn vendor negotiations in your favor, Tropic combines smart insights with real human expertise to keep you ahead of the curve. Visit https://www.tropicapp.io/mostlymetrics to learn how.

HockeyStack is an AI platform for modern go-to-market teams that unifies sales, marketing, and customer data into a single system of action. With AI agents that prospect accounts, support reps, improve forecasting, and automate what’s already working, HockeyStack helps teams move faster without guessing. Trusted by companies like RingCentral, Outreach, ActiveCampaign, and Fortune 100 teams—learn more at https://www.hockeystack.com

—

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/

—

RELATED EPISODES:

Escaping the AI Thirst Trap: Building Products That Actually Last | Des Traynor

https://youtu.be/LLtMIoppG3Y

The Product-Market Fit Treadmill | Brian Balfour Explains

https://youtu.be/I5UqGlBOdoA

—

TIMESTAMPS:

00:00:00 Preview and Intro

00:01:10 Sponsors — RightRev | Tropic | HockeyStack

00:05:14 Back From the Break and New Year Catch-Up

00:06:06 How Different Generations Are Adopting and Using AI

00:09:24 Potentially Reliable Things We Read at 2am

00:10:08 Domino’s Turnaround and the Tech-Forward Franchise Playbook

00:11:36 Pickleball as a Private Equity Roll-Up Opportunity

00:14:30 The Next Generation of AI Metrics: Tokens, Gross Profit, and Outcomes

00:19:26 Rethinking Sales Compensation and Productivity in AI

00:24:11 Why LTV to CAC Breaks Down in the AI Era

00:25:21 Measuring AI Quality and Domain-Specific Outcomes

00:29:20 Forward Deployed Engineers and the New AI Org Model

00:33:13 Pre-Sales Prototyping, CAC, and “Building Before Buying”

00:35:32 Pricing in the Real World: Pet Fees, Tipping, and Toll Roads

#MostlyGrowthPodcast #AIinBusiness #SaaSMetrics #StartupGrowth #PricingStrategy