Pricing Mistakes That Are Costing You Millions

EP329 Profit With A Plan Podcast

Released December 2, 2025

Guest: Dan Balcauski, B2B SaaS pricing expert and founder of Product Tranquility

Host: Marcia Riner, Business Growth Strategist and CEO of Infinite Profit®

 

🎯 Episode Summary

Most SaaS companies are unknowingly giving away revenue. In this episode, Marcia sits down with Dan Balcauski, B2B SaaS pricing expert and founder of Product Tranquility, to unpack why pricing is rarely a math problem and almost always a strategy problem. You will learn how to monetize AI features, frame pricing decisions with confidence, and avoid the revenue leaks that quietly erode growth. If you are a SaaS founder, product leader, or anyone making pricing decisions, this conversation will reshape how you think about value.

🎥 What You Will Learn

• Why SaaS pricing fails and how to fix it fast

• How to monetize AI features without confusing buyers

• The strategy behind good, better, best pricing

• Pricing mistakes that drain revenue in B2B SaaS

• How positioning drives packaging and price

• Why talking to customers early improves pricing accuracy

 

⏱️ Timestamp Highlights

[00:00 ] Why most SaaS companies leave money on the table

[02:10 ] Pricing is a strategy problem, not a math problem

[06:40 ] The art and science behind SaaS pricing

[10:15 ] Price positioning and avoiding the race to the bottom

[13:20 ] Good, better, best models and customer choice

[17:50 ] How founders should test pricing and validate value

[25:00 ] Why discounts can destroy margins and buyer behavior

[34:40 ] How to rethink promotions in B2B

[36:55 ] Where to start if pricing needs a refresh

 

🔗 Resources and Links

ProductTranquility.com

 

💼 About Marcia Riner & Profit With A Plan

Marcia Riner is a business growth strategist, creator of the Profit Booster strategies, and CEO of Infinite Profit. She helps entrepreneurs scale smarter, increase profitability, and build businesses that are worth more, whether they plan to keep them or sell them. As host of Profit With A Plan, Marcia shares expert interviews and actionable strategies that help business owners increase revenue, improve systems, and prepare for high-value exits. With decades of experience in finance, operations, and marketing, she delivers clear, profit-driving insights you can put to work today.

 

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