Capturing Value: Redefining SaaS Pricing Strategies with James Wilton

Episode notes

In this episode of the SaaS Sales Performance podcast, we dive into the art and science of SaaS pricing with James Wilton, Managing Partner at Monevate. James brings a wealth of experience from his consulting career, including leading McKinsey’s startup pricing division, to help SaaS leaders untangle the complexities of value-based pricing strategies. Discover why pricing is not about squeezing customers but about capturing a fair portion of the value your product creates. James unpacks the challenges of transitioning to usage-based models, explores the balance between predictability and scalability, and explains why companies should review pricing strategies every two to four years to stay ahead of market shifts. With insights from his newly released book Capturing Value , James delivers practical frameworks for aligning pricing with customer perception and long-term goals. Whether you’re a SaaS founder or a revenue leader, this episode is packed with actionable insights to refine your monetisation strategy.

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