Modern Strategies for B2B Pricing in SaaS with Roee Hartuv

Welcome to another episode of RevOps Revolution! In this conversation, Jesse Morris sits down with pricing and packaging expert, Roee Hartuv to demystify one of the most critical yet under-discussed areas in SaaS—pricing strategy. They dive into actionable insights for B2B SaaS companies aiming to scale revenue through smart, agile pricing, and packaging decisions.

Key Topics Covered

Why Pricing Deserves a Seat at the Table:

1. Roee explains why pricing can be the highest ROI lever for revenue growth and why it’s often misunderstood as a one-time exercise rather than a continuous process.

Common Pricing Misconceptions:

1. Hear the most frequent mistakes SaaS companies make, including the dangers of “set it and forget it” pricing models and unclear ownership within organizations.

Who Should Own Pricing?

1. Roee Hartuv shares his perspective on the importance of someone (product marketing, finance, or commercial teams) clearly owning and being accountable for pricing decisions.

How to Avoid Pricing Project Pitfalls:

1. Learn how to launch new pricing without derailing sales or causing chaos—practical advice for piloting changes, building trust, and avoiding a slide back into old discounting habits.

Packaging vs. Pricing:

1. Discover why “how you charge” (packaging) can be more important than “how much you charge” with examples of value-based packaging aligned to customer outcomes rather than just features.

Measuring Pricing Success:

1. Tips for modeling the expected impact of pricing changes, monitoring results, and managing risk, especially when migrating legacy customers.

Usage-Based and Hybrid Pricing Models:

1. Explore the pros, cons, and must-haves for implementing usage-based pricing, and when a hybrid approach (recurring plus usage fees) makes strategic sense.

Innovative Pricing in AI SaaS:

1. Roee Hartuv highlights a cutting-edge case: Intercom’s outcome-based and insured pricing model for their AI agent, plus thoughts on risk removal as a sales strategy.

Agile Pricing as a Competitive Advantage:

1. The conversation wraps on why B2B companies should treat pricing as an agile, iterative process, citing rapid, frequent pricing changes by leaders like OpenAI and Salesforce as blueprints for success.

Memorable Quotes

1. “Pricing isn’t a one-time thing—your market, product, and competition are always evolving, and your pricing should too.” – Roee Hartuv
2. “If everyone owns pricing, no one does.” – Jesse Morris
3. “It’s not just how much you charge, it’s how you charge.” – Roee Hartuv
4. “Incentivize your sellers to use the new price list—carrots or sticks, but make it count!” – Roee Hartuv

Connect More!

1. Roee Hartuv on LinkedIn
2. Jesse Morris on LinkedIn

If you enjoyed the episode, please subscribe and share! For more insights, follow Jesse Morris and stay tuned for upcoming talks on pricing, packaging, and all things RevOps.