"Unpack Pricing" with Scott Woody Beyond the seat model: How usage-based pricing is transforming product teams with product leaders Brandon Walsh of Hubspot & James Brown of Metronome
May 22, 2025
Brandon Walsh, PM Director at HubSpot, and James Brown, Chief Product Officer at Metronome, dive into the transformative power of usage-based pricing. Brandon draws on his experience from Intercom, highlighting how this approach enhances customer focus and turns every team into a 'customer success team.' They discuss the evolving role of product managers, the strategic balance between building and buying billing systems, and how AI is revolutionizing pricing strategies. Brandon encourages bold pricing innovations while maintaining flexibility for rapid iteration.
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Episode notes
Billing Surprises Hurt Customers
- Billing surprises are common and harm customer experience, especially in usage-based models.
- Product teams must consider the user, finance, and vendor stakeholder triangle to avoid disrupting relationships.
Usage Links Product to Revenue
- Usage-based billing tightens the link between product decisions and revenue impact.
- This model enables a real-time feedback loop between usage and monetization effects.
Build Cross-Functional Product Leadership
- Product leaders should develop cross-functional skills to negotiate with sales and finance teams.
- Understanding incentives and forecasting helps shape monetization strategies effectively.