In this episode of Mostly Growth, CJ Gustafson and Kyle Poyar unpack how marketplaces really make money by dissecting take rates across companies like Uber, Airbnb, DoorDash, Etsy, and Amazon. They explore what drives take rates—power dynamics, frequency, ticket size, and value delivered—plus why pushing a “rake too far” can backfire. The episode blends real examples, a take-rate guessing game, and practical frameworks for pricing, monetization, and long-term marketplace health.
—
SPONSORS:
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
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
—
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.mostlymetrics.com/p/comparing-marketplace-take-rates
https://techcrunch.com/2026/01/06/a-viral-reddit-post-alleging-fraud-from-a-food-delivery-app-turned-out-to-be-ai-generated/
https://abovethecrowd.com/2013/04/18/a-rake-too-far-optimal-platformpricing-strategy/
https://www.boatsetter.com/boating-resources/boatsetter-and-getmyboat-announce-merger-forming-a-powerhouse-marketplace-for-boat-rentals-on-the-water-adventure
—
RELATED EPISODES:
The Layer-Cake Playbook for Vertical SaaS Growth | with Roland Ligtenberg
https://youtu.be/yPxWvhPISKo
The End of LTV to CAC: Rethinking SaaS Metrics for AI
https://youtu.be/vh3AGdqlSxU
Sloponomics: Surviving the AI Content Flood with Rudeness
https://youtu.be/kOK8oJ-lhZM
—
TIMESTAMPS:
00:00:00 Preview and Intro
00:01:14 Inside the DoorDash Priority Delivery Controversy
00:04:16 Why Marketplaces Monetize the Way They Do
00:05:26 The Take Rate Formula: Frequency, Size, and Effort
00:07:20 Take Rates as a Power Dynamic
00:08:21 Sponsors — Tropic | HockeyStack | RightRev
00:12:25 Marketplace Take Rate Game
00:18:26 Take Rates Beyond Marketplaces: Recruiting, Sales, and Art
00:20:50 A Rake Too Far and the Risks of Over-Monetization
00:23:29 Optimizing Lifetime Value Versus One-Time Gouging
00:25:15 Amazon’s Layered Marketplace Monetization Model
00:27:23 Brainstorming Add-On Revenue Streams for Marketplaces
00:31:21 Boat Rental Marketplace Merger and Antitrust
00:33:28 Credits
#MostlyGrowthPodcast #Marketplaces #Monetization #TakeRate #PricingStrategy
Mostly Growth