How B2B Software Pricing Drives Growth

Pricing Power Podcast with Fexingo: How Businesses Set Prices, Raise Margins, and Win Customers · Oct 1, 2026 · 8m · transcript

We dissect the 'land and expand' strategy used by modern B2B SaaS companies to build predictable revenue streams. Lucas breaks down how firms like Salesforce and Zoom initially priced their entry-level tools to lower adoption friction, then leveraged network effects and data integration to upsell higher-margin tiers. Luna challenges whether this model is creating dependency or genuine value, citing recent churn rates in the mid-market segment. We explore the economics of customer lifetime value versus acquisition cost, and why pricing teams are shifting from feature-based to…