How Enterprise Software Sales Needs a Pricing Architect

Episode notes

In this episode, Lucas and Luna explore the emerging role of the 'pricing architect' in enterprise software sales. They discuss how traditional sales teams often leave pricing to the final negotiation, leading to value erosion and misaligned contracts. Using the example of a mid-market CRM vendor that implemented a dedicated pricing architect role, the hosts explain how this function works alongside sales, product, and finance to optimize deal structure, discounting discipline, and long-term customer value. They break down real scenarios, from tiered packaging to consumption-based models, and offer practical advice for sales leaders considering whether their team needs a pricing architect. If you're in B2B SaaS or enterprise sales, this episode will change how you think about the price tag. #PricingArchitect #EnterpriseSoftware #B2BSaaS #SalesStrategy #ValueBasedPricing #DealDesk #Discounting #RevenueOperations #SalesLeadership #PricingStrategy #CRM #ConsumptionPricing #TieredPricing #BusinessAndTechnology #FexingoBusiness #BusinessPodcast #SaaS #SalesEnablement Keep every episode free: buymeacoffee.com/fexingo

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