AMA: Gong Director of Pricing & Packaging Strategy, Daniel Kish on Pricing and Packaging

Short answer is as early as humanly possible. Also probably don't launch in your Q4 (Q1 at your Sales Kick-Off is great if you can swing it!). The key is maximum mind ...

There's no hard and fast rule here (ugh the "it depends" answer). In truth it's a function of your product maturity, your buyer's sophistication, and use case differenti...

The price is traditionally based on two things: How much value the thing is or has created How much the provider splits that value capture with the customer Some strate...

Let's assume that you've got the pricing set, the feature packaging defined, and the product technically built. What happens next? Enablement! My laundry list of things...

Really depends where you stack up in the competitive ranking. Let's say there are three products: Mercedes, Toyota, Pontiac. The price reflects the package. That's why...

Basically, you do both. Working for premium product companies, you tend to optimize for customer value learnings. And then obviously recognize the reality of a compet...

For starters, going multi-product is hard! Like, really hard! And it's typically for reasons outside of pricing and packaging: sellers need to communicate a bigger narr...

If there are lots of products, typically you want someone minding the entire purchasing POV. That means pricing is typically owned by Product Marketing. Product tends...

It certainly can! Usability is a big reason why some companies win a bake-off vs. a competitor. The winner gets to say: "Yeah their product is cheaper, but our design/...

I like to start from a place of trust: give customers a credit for the difference. Think about how much more likely you are to come back to a restaurant who made a mista...

Someone is theoretically in charge of the product roadmap (Head of Product, CEO). They're your best friend. Use them! I find that a bi-monthly sync on state of the roa...

The short answer is: think really hard about your buyer. Usage-based pricing makes a huge amount of sense for small teams who want to experiment. Hence why you see st...