"Unpack Pricing" with Scott Woody

In this episode of Unpack Pricing, Spencer Kimball, co-founder and CEO of Cockroach Labs joins Scott Woody, co-founder and CEO of Metronome, to discuss CockroachDB's evolution over the past 10 years and how that's impacted their business models.Spencer Kimball discusses the pivotal decisions in open-source strategy, how the company navigated competition with hyperscalers, the non-obvious transformative power of open-source, and the importance of customer focus in driving long-term success for their business.–FULL TRANSCRIPT AVAILABLE HERE: https://metronome.com/podcast/unpack-pricing/the-future-of-monetizing-open-source-with-cockroach-labs-co-founder-ceo–Follow:Scott:X: https://x.com/l3amm LI: https://www.linkedin.com/in/scott-woody-21677121/Spencer:LI: https://www.linkedin.com/in/spencerwkimball/–Check out: Cockroach Labs: https://www.cockroachlabs.com/ Metronome: https://metronome.com/ --RECOMMENDED PODCAST:Check out Modern Relationships, where Erik Torenberg interviews tech power couples and leading thinkers to explore how ambitious people actually make partnerships work. Founders Fund's Delian Asparouhov and researcher Nadia Asparouhova kick off the series with an unfiltered conversation about their relationship evolution.Apple: https://podcasts.apple.com/us/podcast/id1786227593Spotify: https://open.spotify.com/show/5hJzs0gDg6lRT6r10mdpVgYouTube: https://www.youtube.com/@ModernRelationshipsPod–Timestamps:(00:00) Intro(00:59) Spencer's background and CockroachDB's origin(06:06) The evolution of open source business models(10:05) Challenges and strategies in commercializing open source(16:29) The impact of hyperscalers on open source(18:42) CockroachDB's licensing journey(21:31) Future of open source (30:59) CockroachDB’s unified product offering(33:39) Customer reception and adjustments(35:41) Philosophical changes in tech(36:35) Cloud services and competition(40:47) Customer needs and strategic strengths(47:29) Future of cloud and AI(58:27) Staying energized as an entrepreneur(01:01:39) Wrap

In this episode of Unpack Pricing, Jesse Miller, VP of Product Growth at Kong joins host Scott Woody, CEO and co-founder of Metronome, to discuss the interplay between product-led and sales-led growth. Jesse exposes common misconceptions about product-led growth, and offers insights into the critical role of user experience, product design, and pricing in successful PLG implementations.--FULL TRANSCRIPT AVAILABLE HERE:https://metronome.com/podcast/unpack-pricing/lessons-on-plg-from-dropbox-postman-and-kong-with-jesse-miller--FOLLOW ON SOCIALScott:https://x.com/l3ammhttps://www.linkedin.com/in/scott-woody-21677121/Jesse:https://x.com/jesse_millerhttps://www.linkedin.com/in/jessejmiller/--CHECK OUTKong: https://konghq.com/Metronome:https://metronome.com/--TIMESTAMPS:(00:00) Intro(00:45) Jesse Miller's Background & Focus(01:29) Defining Product-Led Growth(02:12) The Evolution of Product-Led Growth(04:06) Should Every B2B Software Company Have PLG?(05:33) PLG in the Future of B2B Software(06:16) Growth Team Structures at Dropbox & Postman(08:30) Skills to Look for in a PLG-Focused PM(10:09) Prioritizing Skill Sets for a PLG Team(12:14) Building Relationships with Other Teams(13:01) Overcoming Friction with a Sales-Led Organization(14:38) Kong's Journey(17:16) PLG as a Lead Generation Tool for Sales(23:57) Different User Personas(25:07) The Challenges of Building PLG on Top of an SLG Motion(29:53) Tactical Tips for Building PLG on Top of SLG(31:24) Every Company Can Have Some PLG(34:19) The Benefits of Easy-to-Access Trials(35:26) Pricing and Packaging(37:53) The Importance of Pricing Transparency(38:35) Techniques for Optimizing the Pricing Experience(41:19) The Most Common Misconception about PLG(42:45) Wrap