Pricing Strategy for AI Software and SaaS: When to Change, Who Should Own It, and the CFO's Role with Dan Balcauski

Pricing Strategy for AI Software and SaaS: When to Change, Who Should Own It, and the CFO's Role with Dan Balcauski

From AI to ROI (fka Metrics that Measure Up) by Ray Rike

March 31, 2026 · 33 min

About this episode

Ray Rike discusses pricing strategies for AI software and SaaS with Dan Balcauski, focusing on ownership, review frequency, and the CFO's role.

Pricing is one of the most underleveraged strategic levers in B2B SaaS and AI Software. Most companies are getting it wrong. In this episode, Ray Rike sits down with Dan Balcauski, founder of Product Tranquility and a 20-year software industry veteran, to cut through the noise around consumption, usage, outcome, and hybrid pricing models. Dan brings a practitioner's perspective on when to review pricing, who should own it, and how the CFO fits into the equation. Signs Your Pricing Needs a Review Best-in-class companies review pricing at least quarterly -- but review does not always mean change Key warning signals include declining net revenue retention and unexpected shifts in win/loss conversion rates AI-native companies are iterating on pricing monthly due to rapid competitive dynamics Sales cycle length is a practical constraint: a 12-month enterprise cycle limits how frequently you can test and observe pricing changes The Role of Customers in Pricing Strategy Never anchor your pricing strategy entirely to your existing customer base -- they carry inherent bias A practical research mix: roughly one-third existing customers, two-thirds prospects Existing customers know your…

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