{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"The Growth Wizards Podcast","title":"Roee Hartuv, Senior Pricing Advisor and Head of GTM Expertise at Willingness to Pay","html":"<iframe width=\"100%\" height=\"180\" frameborder=\"no\" scrolling=\"no\" seamless src=\"https://share.transistor.fm/e/d418cb05\"></iframe>","width":"100%","height":180,"duration":1270,"description":"From Seats to Usage: AI‑Era SaaS Pricing and Jobs-to-Be-Done Packaging with Roee HartuvSummaryAI is rewriting SaaS economics—and your pricing can no longer assume near-zero marginal costs. Roee Hartuv, Senior Pricing Advisor and Head of GTM Expertise at willingness2pay.com, has helped 150+ SaaS and AI companies redesign pricing and packaging to unlock fast revenue growth. He explains why pricing and packaging are the #1 growth levers, how AI’s token/API costs push teams from seat-based subscriptions to consumption models, and what to measure so revenue stays predictable. Roee breaks down how to sell usage to enterprise CFOs, why hybrid models (base fee + metered usage) and caps restore confidence, and how real-time usage visibility prevents bill shock. He also shows how to differentiate with jobs-to-be-done packaging (not just good-better-best), creating cleaner initial sales and natural expansion paths. Expect practical guidance, from the Salesforce “seat vs. usage” lesson to a simple 90-day pricing test and a reframing of GTM as one unified system.Timestamps[00:45] – Guest intro and why pricing/packaging is the top growth lever[02:58] – AI’s impact on SaaS: from seat-based to usage and new unit economics[05:36] – Metrics that matter in usage pricing and what Salesforce’s pivots reveal[07:15] – Building buyer trust: real-time usage visibility and safe pricing “tests”[08:48] – Fast revenue wins and migrating existing customers to new models[10:20] – The enterprise CFO challenge: predictability in consumption pricing[11:50] – Solutions: hybrid base + usage, caps, and usage forecasting[14:53] – Differentiate with jobs-to-be-done packaging and clear expansion pathsTakeaways- Instrument product to track granular usage events—not just logins—so you can meter fairly and bill confidently.- Give buyers real-time usage/credit dashboards to prevent surprises and build trust.- Offer hybrid pricing: a predictable base/platform or seat fee plus metered usage; add caps for...","thumbnail_url":"https://img.transistorcdn.com/mDOdm4LYQlL6wDBHXYQfcGudUXRPAbTh4SUpQ1dzhOA/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS9jZmYz/MzEzNTkwMDcwOTUx/ZWYxMzI3YWRkNGUx/ZmU3NS5qcGc.webp","thumbnail_width":300,"thumbnail_height":300}