SaaS Pricing: Zero Revenue From One Costly Mistake

Episode notes

Usage-based SaaS pricing with no minimums. Customers could scale to zero without leaving. Ryan Wang launched Assembled with a pricing model that let revenue drop to nothing during COVID - even though no one was churning. It took 8 months to earn his first dollar. Ryan reveals the SaaS pricing fix that turned zero revenue into 8-figure ARR, why his team blamed themselves for months before realizing the usage-based pricing problem was macro-driven, and the pricing strategy of adding minimums and building sticky features that prevented future revenue collapses. Assembled is an AI platform for customer support that helps companies manage both human and AI agents. Ryan previously worked as a machine learning engineer at Stripe. The company now generates tens of millions in ARR. This episode is