👉 Connect with me: https://richmsmith.com/Dan Balcauski is the founder of Product Tranquility, a consulting firm based in Austin, Texas. With over 20 years of experience in software engineering, product management, and business strategy, Dan helps B2B SaaS CEOs design pricing and packaging strategies that unlock revenue without adding headcount or increasing acquisition spend.

Key Takeaways:

The Net Revenue Retention (NRR) Link: Why your pricing strategy is the ultimate driver of NRR and enterprise value.

Killing "Discount Theater": How unenforced discounting policies destroy your margins and confuse your market signals.

The Danger of B2B A/B Testing: Why consumer-style price experiments break trust in long B2B sales cycles—and what to do instead.

Pricing Psychology: Unpacking the behavioral economics behind Good-Better-Best tiers, decoy pricing, and the "magic of the middle."

Building a Pricing Committee: Why pricing falls through the cracks and how to build a governance process that outlasts leadership transitions.

00:00 Intro01:52 American Solutions for Business

02:42 Why is pricing often a silent growth lever?

07:16 Why is pricing a constraint to growth?

12:05 Which financial metric get the attention of investors?

14:55 How do you discuss pricing change with your investors?

10:27 How to tell if you have a pricing problem?

33:03 American Solutions for Business

35:24 What are the leading indicators to tell that your pricing is working?

40:29 How do you structure pricing experiments in B2B?

46:36 How to use pricing as a differentiating factor?

52:28 What is the one advice that you would give a CEO to increase their revenue?

54:24 Outro

Revenue systems don’t fail loudly—they degrade quietly.

This conversation examines how growth actually behaves inside a business, and why most teams default to tactics when the underlying system lacks clarity.

Rich Smith and Steve Chen (Boldin) explore how companies diagnose and improve the mechanics of growth—from acquisition through monetization—while navigating real constraints.

The discussion surfaces several structural truths:

• Funnels are systems with interdependent parts, not isolated functions
• Customer behavior—not stated intent—should shape product and GTM decisions
• Trust is built through transparency, consistency, and alignment over time
• Rebrands and strategic shifts only work when they reflect deeper changes in positioning and direction
• Growth compounds when teams focus on the right levers, measured against clear metrics

The broader implication is that durable growth is engineered—not accelerated.

Listen to full episodes focused on revenue as an engineered system: https://open.spotify.com/show/6ULPzJc0tRVnAIchvfR99s?si=VBZvNgdNSSeeBLQ_3Vvv9Q

Justin Roff-Marsh (Ballistix, author of The Machine) reframes sales as a designed system optimized for throughput, flow, and leverage—rather than a charisma-driven craft.

You’ll hear:

• Why multiple “qualification” definitions create conflict and bottlenecks
• How to define opportunities and stages using objective prospect behavior
• Why commission and autonomy introduce noise into the system
• Why centralized customer service often unlocks sales capacity fastest
• A sharper boundary between growth (sales/marketing) and revenue (operations)

Follow: https://www.linkedin.com/company/109540990

Most CEOs talk about growth. Very few talk about survival.

When Tomer Azenkot took over as CEO of VEE24, the company was weeks from running out of cash. Declining revenue, rising costs, and a product that wasn’t aligned with where the market was heading. It wasn’t a gentle onboarding. It was a reset under fire.

What followed is one of the most disciplined turnaround stories I’ve seen in 20+ years of advising CEOs and boards.

In this episode of Revenue Science, Tomer breaks down the mechanics of rebuilding a SaaS company from the inside out — not from theory, but from the trenches:
• Why most failing companies don’t have a revenue problem — they have a clarity problem
• How he rebuilt pricing, product strategy, and customer mix by getting granular with weekly cash flow
• The psychology of leading through layoffs, restructuring, and hard decisions no one prepares you for
• The real reason human-to-human digital engagement is becoming a competitive moat again
• Where AI enhances sales conversations vs. where humans still outperform technology

What impressed me most wasn’t the strategy. It was the discipline.

Instead of chasing “growth at all costs,” Tomer rebuilt the business around fundamentals — retention, cost structure, channel mix, and a product customers actually use. The results speak for themselves: stability, loyalty, and nearly two decades of customers who stay because the solution keeps delivering.

For any CEO stepping into a distressed business — or anyone questioning whether a turnaround is even worth attempting — this episode is a tactical masterclass on what it actually takes.

If you’re scaling a business in 2025, this is required listening.

Subscribe on YouTube for more conversations: https://www.youtube.com/@RevenueScienceTV