Ep 11: The New Rules of Pricing, Packaging and Monetizing in the Age of AI with Marcos Rivera

In this episode of GTM By the Numbers, host Brandon Redlinger sits down with Marcos Rivera, Founder of Pricing I/O and author of Street Pricing, to unpack the radically shifting world of SaaS and AI pricing models. Marcos has helped hundreds of tech companies—from startups to scaled platforms—navigate monetization strategy, and in this conversation, he shares practical insights on how to stay profitable in the new AI economy.

Marcos breaks down why SaaS pricing playbooks no longer work for AI-native products, and why leaders must rethink how they measure value, define margins, and build customer trust. He introduces new frameworks like BAM (Base, Allowance, Meter) and REAL (Revenue, Expense, Avoidance, and Lift), and outlines exactly how to price and package AI tools in ways that drive real adoption and protect long-term revenue.

What you’ll hear in this episode:

• The biggest mistakes leaders make when monetizing AI
• Why “wishful ARR” is screwing up GTM forecasting
• How to structure hybrid pricing models using BAM
• Why value attribution is a team sport (not just marketing’s job)
• The new risk-adjusted ROI mindset investors are demanding
• When to underscore, upgrade, or unlock your AI product
• What most people misunderstand about usage-based pricing
• Why lazy SaaS is dead—and how AI is forcing teams to up their game

If you're navigating GTM strategy in an AI-influenced world, this episode is essential listening.

Connect with Marcos on LinkedIn at linkedin.com/in/marcoslrivera/

Connect with Brandon on LinkedIn at linkedin.com/in/brandonredlinger

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