Dan Balcauski - Podcast Details

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Product ThinkingEpisode 225: Aligning Pricing With Product and Customer Segments with Dan BalcauskiJoin me in the latest episode of the Product Thinking Podcast as I welcome Dan Balcauski, founder of Product Tranquility.Dan is an expert in optimizing pricing and packaging for B2B SaaS companies. In our conversation, we discussed strategic nuances of pricing models, the importance of understanding customer value, and the common pitfalls organizations face in their pricing strategies.In this episode, Dan addresses the intricacies of pricing beyond numbers, emphasizing the need for a strategic approach that aligns with both market demands and customer needs. He shares insights on how effective pricing can...2025-05-2845 min

AI & Data Driven Leadership21 - Dan Balcauski: Pricing Strategies and AI: What Every SaaS CEO Needs to Know!In this episode of AI & Data Driven Leadership, Dean Guida speaks to the Founder and Chief Pricing Officer of Product Tranquility, Dan Balcauski. Dan shares his journey from software engineering to product management and how he uses AI to automate tasks like podcasting and guest recruitment. He emphasizes the importance of documenting processes before automation and discusses the iterative approach to integrating AI tools. The conversation also covers the challenges of fully automating complex workflows and the nuances of SaaS pricing models, highlighting the balance between monthly and annual subscriptions.Check out Dan's work HERE.2025-05-2129 min

Go-to-Market Playmakers21. SaaS Value Packaging with Dan Balcauski (Product Tranquility)The theme of our 21st podcast episode is SaaS Value Packaging. Joining our host Jeremy Balius to discuss all things SaaS pricing strategy and value packaging is Dan Balcauski from Product Tranquility. Summary In this conversation, Dan Balcauski discusses the intricacies of SaaS pricing and value packaging, sharing insights from his extensive experience in the field. He emphasizes the importance of understanding customer value over merely setting a price, and highlights common mistakes that companies make in their pricing strategies. The discussion also covers the psychological aspects of pricing, the impact of product...2025-05-1952 min

The B2B BRAND180 Podcast with Linda FanarasMastering B2B Pricing Strategies with Dan Balcauski, Founder of Product TranquilityIn this episode of B2B Brand180, Linda interviews Dan Balcauski, founder and chief pricing officer at Product Tranquility. They discuss strategies for effective pricing in the B2B SaaS space. Dan shares insights on the importance of understanding customer value, the nuances of price metrics versus value metrics, and tactics for implementing price increases. The episode provides valuable advice for SaaS companies seeking to optimize their product pricing strategies.01:55 Understanding SaaS Pricing Challenges04:47 The Services Model for Pricing08:21 Strategies for Entering Competitive Markets19:22 Executing a Price Increase23:30 Rapid F...2025-04-0727 min

SaaS Scaling SecretsDriving Growth in Private Equity-backed SaaS with Jim McGinnis, CEO of VancoDan Balcauski speaks with Jim McGinnis, the CEO of Vanco, a software and payments provider for faith groups, schools, and community organizations. Jim shares his extensive experience scaling SaaS businesses, including his success at MyCase, where he doubled the business in 18 months. They discuss challenges in convincing different customer segments to adopt new technologies, the importance of focus and operational metrics, and the necessity of employee engagement. Jim also highlights the advantages of private equity backing and his strategies for maintaining high customer satisfaction and innovation levels in a lagging market.00:27 Guest Introduction: Jim McGinnis02:34 Focus...2025-03-1138 min

SaaS Scaling SecretsMaking Business Interesting and Successful with Matt Lhoumeau, CEO of ConcordDan Balcauski speaks with Matt Lhoumeau, Co-founder and CEO of Concord, about the journey of building a leading contract management platform. Matt shares his experiences from moving to the US with limited resources to creating a successful SaaS business. They discuss pivotal moments, such as dropping out of high school and entering prestigious French institutions, the importance of simplicity in product design, and the challenges of maintaining focus in a dynamic industry. The episode also touches on navigating board expectations, dealing with Covid-related setbacks, and future-proofing products in the context of AI advancements.00:53 Meet Matt Lhoumeau: From...2025-03-0442 min

ScreamingBox Technology & Business RundownSoftware As A Service SaaS, Product Value, Price and Positioning For SUCCESSIn this podcast Dave Erickson and his esteemed co-host Botond Seres are going to determine the value of a SasS Product with Dan Balcauski, Founder and Principal Consultant of Product Tranquility.In 2019, Dan founded Product Tranquility, where he helps high-volume B2B SaaS CEOs refine pricing and packaging strategies for new products. A TopTal - certified Top 3% Product Management Professional, he also contributes to the Kellogg Executive Education course on Product Strategy. For over 15 years, Dan has managed products across their life cycles, from concept to end-of-life, in industries including consumer internet, mobile, IT software...2025-03-031h 16

B2B Go-To-Market LeadersPricing as a Strategic Lever in B2B SaaS Go-to-Market: Insights from Pricing Consultant Dan BalcauskiIt's important to price for customers, not just the product itself, as humans ascribe value.Dan shares his career journey, starting as a software engineer and transitioning into product management and eventually pricing consultancy. He emphasizes the critical role of pricing as a strategic lever in successful B2B SaaS go-to-market strategies, drawing on his extensive experience helping companies overcome common pricing challenges.Dan provides valuable insights for B2B SaaS leaders looking to leverage pricing as a key component of their go-to-market efforts.Connect with Dan Balcauski on LinkedIn:https://www...2025-02-2639 min

SaaS Scaling SecretsRiding the Opportunity Wave with Rytis Lauris, CEO of OmnisendDan Balcauski speaks with Rytis Lauris, Co-founder and CEO of Omnisend. They discuss how Rytis bootstrapped Omnisend to $50 million ARR, the challenges of scaling during rapid market changes, and the strategies Omnisend employed to maintain and grow its customer base. Rytis shares insights on the importance of customer communication, the balance between qualitative and quantitative data, and delegation for successful scaling. 00:27 Meet Rytis Lauris: CEO of Omnisend02:13 The Journey of Omnisend08:06 The Impact of COVID-19 on E-commerce13:57 Scaling Challenges and Solutions20:02 Embracing Vulnerability in Business21:29 Remote Work and Organizational Restructuring24:00 Delegation...2025-02-2539 min

SaaS Scaling SecretsUnlocking Human Potential with Jim Morrisroe, CEO of 15FiveDan Balcauski speaks with Jim Morrisroe, CEO of 15Five, on the SaaS Scaling Secrets podcast. Jim shares his journey from enterprise sales leader to CEO, emphasizing transformation moments, including his tenure at Zimbra and overcoming personal challenges. They discuss the importance of data-driven, targeted employee engagement, managing multi-generational workforces, and navigating the complexities of remote work environments. Jim highlights the critical role of effective leadership and mentorship in driving productivity and company success, offering valuable strategies for B2B SaaS companies aiming to scale.00:30 Meet Jim Morrisroe: A Journey in Tech Leadership01:35 The Zimbra Experience: From...2025-02-1837 min

SaaS Scaling SecretsBreaking Through Growth Plateaus with Vivek Bhaskaran, CEO of QuestionProDan Balcauski speaks with Vivek Bhaskaran, founder and CEO of QuestionPro. Vivek shares how he bootstrapped QuestionPro from zero to $32 million in ARR, serving over 20 million users without raising external capital. They discuss Vivek's entrepreneurial journey, from selling cigarettes in Russia to building a successful portfolio of companies. Vivek emphasizes the significance of hustle, transparency, and unorthodox growth tactics like M&A in scaling a SaaS business.03:34 Journey from Cigarettes to Software05:42 The Birth and Growth of QuestionPro06:32 Challenges and Growth Plateaus20:24 The Decision to Bootstrap21:46 The Importance of Sleep and Health22:53...2025-02-1142 min

SaaS Scaling SecretsWhen Grit Isn’t Enough with Dean Guida, CEO of InfragisticsDan Balcauski speaks with Dean Guida, founder of Infragistics, about his journey from Wall Street side project to a global leader in UX development tools and his latest venture, Slingshot. They discuss key transformative moments, the principles behind sustainable tech companies, and the critical importance of culture in scaling businesses. Dean shares insights from his recent book 'When Grit is Not Enough' and explores the challenges of change management, the role of data in driving business outcomes, and the intricacies of implementing OKRs. This episode is essential for understanding the balance of grit, collaboration, and strategic execution needed to...2025-02-0437 min

SaaS Scaling SecretsPlugging the Revenue Leaks in SaaS Pricing with Griff Parry, CEO of m3terDan Balcauski speaks with Griff Perry, co-founder of M3ter, about the challenges of revenue leakage in SaaS companies. Griff, a two-time founder who sold his first startup to Amazon, discusses his journey and the evolution of his career from strategy consultant to SaaS entrepreneur. They explore the complexities of monetization, the importance of infrastructure in billing operations, and how M3ter helps SaaS companies eliminate revenue leakage and enable pricing flexibility. Additionally, they touch on the impact of AI in the software industry, the importance of breaking down silos within organizations, and the value of continuously experimenting with...2025-01-2844 min

SaaS Scaling SecretsDitching Traditional SaaS Playbooks with Sri Ganesan, CEO of RocketlaneDan Balcauski interviews Sri Ganesan, the co-founder and CEO of Rocketlane. They discuss the founding journey of Rocketlane, a top-rated platform for customer onboarding and implementation. Sri shares his background, from his early interest in math and coding to scaling FreshWorks following the acquisition of his first startup, Konotor. They explore the challenges and strategies of expanding Rocketlane's market reach from customer onboarding to professional services automation (PSA), the benefits of in-person sales engagements, and the importance of having a motivated and passionate team. Sri highlights the significance of hiring well and focusing on product development and marketing growth...2025-01-2141 min

SaaS Scaling SecretsHarnessing the Power of Usage-based Pricing with Adam Howatson, CEO of LogiSenseDan Balcauski speaks with Adam Howatson, CEO of LogiSense. They discuss Adam's extensive journey in software, from founding his first company in high school to leading LogiSense. The conversation delves into the complexities of usage-based and outcome-based monetization, which LogiSense specializes in, and how it aids major enterprises. Adam shares practical examples, the advantages of transitioning to such models, and the necessary organizational changes. They also explore how Gen AI impacts monetization strategies and offer advice for CEOs considering a move to usage-based pricing. 00:31 Adam Howatson's Early Journey in Software07:51 LogiSense and Usage-Based Monetization10:27 Challenges i...2025-01-141h 14

SaaS Scaling SecretsGrowing Pains and SaaS Gains with Avi Freedman, CEO of KentikDan Balcauski hosts Avi Freedman, Co-founder and CEO of Kentik, on SaaS Scaling Secrets. They discuss Kentik's evolution under Avi's leadership as a network intelligence platform, his extensive background in recurring revenue, and lessons learned from his entrepreneurial journey. Avi recounts his career from founding the first internet service provider in Philadelphia to serving at Akamai, shares his 'superhero transformation moment,' and delves into the challenges of leading Kentik. The conversation explores the nuances of product-market fit, the impact of early-stage funding, the importance of self-service customer onboarding, and the perpetual complexities of pricing and packaging in SaaS...2025-01-0739 min

SaaS Scaling SecretsInnovating in a Regulated Market with Mike Meng, CEO of Stellar HealthDan Balcauski speaks with Mike Meng, CEO and Co-founder of Stellar Health. They discuss how Stellar Health is revolutionizing value-based care in the healthcare industry through innovative SaaS solutions. Mike shares his journey from a healthcare investor to an entrepreneur, his transformative moments, and the challenges faced in scaling in a regulated market. They delve into the intricacies of building trust with medical professionals, the unique dynamics of the healthcare market, and the importance of maintaining relationships and focusing on intrinsic motivations. This episode offers profound insights into the intersection of technology and healthcare, emphasizing the need for innovation...2024-12-1737 min

SaaS Scaling SecretsLeading an AI-powered Turnaround with Avi Kedmi, CEO of SysAidDan Balcauski sits down with Avi Kedmi, CEO of SysAid, to explore Avi's remarkable journey from a Java developer to a seasoned tech leader. Avi shares insights on driving a 22-year-old company through AI-driven transformation while maintaining growth and profitability. The discussion delves into the importance of a clear vision and mission, the strategic return of SysAid's founder, and the critical role of product excellence in scaling a B2B SaaS company. Avi also provides his perspective on the current AI landscape and its transformative potential, drawing from his extensive experience in machine learning. Tune in to discover invaluable...2024-12-1043 min

SaaS Scaling SecretsScaling Beyond Steroids with Jason Ray, CEO of Paperless PartsDan Balcauski speaks with Jason Ray, co-founder and CEO of Paperless Parts, a Boston-based SaaS company revolutionizing the custom part manufacturing industry. Jason shares his journey from Navy logistics to entrepreneurial success, highlighting the challenges of scaling a SaaS company, identifying real customer pain points, and learning from rapid growth funded by venture capital. Jason emphasizes the critical role of a great CFO, the evolving responsibilities of a CEO, and the resilience needed to persist through difficult phases. Tune in for invaluable insights on scaling a SaaS business, building the right team, and maintaining perseverance.00:30 Meet Jason...2024-12-0343 min

SaaS Scaling SecretsSecrets of Channel Growth with Robert Johnston, CEO of AdluminDan Balcauski interviews Robert Johnston, CEO and co-founder of Adlumin, a cybersecurity company. The discussion traces Robert's journey from his early cybersecurity interests at the Naval Academy to pivotal experiences in the Marine Corps and NSA. Robert details the challenges and sacrifices in launching Adlumin and highlights the company’s evolution, focusing on mid-market security operations. Key topics include achieving product-market fit and scaling through an optimized channel strategy. Additionally, Robert shares insights on effective leadership, decision-making under uncertainty, the crucial role of early investors, and strategies for maintaining personal and business well-being. This episode offers valuable lessons on th...2024-11-1936 min

SaaS Scaling SecretsWhy Slower Growth Could be Your Fast-Track to Success with Roan Lavery, CEO of FreeAgentDan Balcauski interviews Roan Lavery, founder and CEO of FreeAgent. Roan shares his journey from a solitary PhD in physics to leading a collaborative team at FreeAgent, an accounting platform serving nearly 200,000 businesses. The discussion covers the challenges and strategies of early growth, including the co-founders' lack of sales and marketing experience, and the bootstrapping approach taken before securing initial funding. Roan reflects on the measured growth strategy as opposed to rapid scaling, lessons on managing a growing organization, deploying capital smartly, and maintaining alignment with effective frameworks like 'The Advantage' by Patrick Lencioni. Key insights include the importance...2024-11-1245 min

SaaS Scaling SecretsPioneering RevOps with Evan Liang, CEO of LeanDataDan Balcauski speaks with Evan Liang, co-founder and CEO of LeanData. Evan shares his entrepreneurial journey, highlighting his experiences in venture capital and leadership roles at major tech companies before starting LeanData. He discusses the importance of understanding customer pain points in product development and the role of HR in scaling a SaaS business. Evan also explores the challenges of transitioning to a multi-product company, emphasizing strategic alignment and clear communication. The episode concludes with a discussion on evolving sales models, specifically the buying group motion in B2B sales, offering listeners deep insights into efficient scaling and process...2024-11-0541 min

SaaS Scaling SecretsBet-the-Company SaaS Leadership with Michael George, CEO of SyncroDan Balcauski interviews Michael George, CEO of Syncro. Michael shares insights from over 25 years of experience leading technology companies like Continuum and Invicti Security to substantial growth. Michael describes pivotal moments, including his early business ventures and experiences with mentorship, like working with inventor Dean Kamen. He emphasizes the importance of focus and the risks associated with diverging from core objectives. Michael also discusses strategies for effectively navigating private equity partnerships, highlighting the difference between value creation and extraction. Bringing attention to leadership and company culture, he discusses successful initiatives like the Continuum Veterans Foundation. The discussion offers invaluable...2024-10-3037 min

SaaS Scaling SecretsRethinking Risk and Retention in SaaS with Simon Taylor, CEO of HYCUDan Balcauski interviews Simon Taylor, CEO and founder of HYCU, the world's fastest-growing multi-cloud data protection company. With over 20 years of experience, Simon shares his insights on risk-taking, securing funding, and scaling HYCU to industry leadership. He emphasizes the importance of customer success, retention, and innovation, highlighting HYCU's groundbreaking use of generative AI for SaaS data protection. The conversation covers Simon's entrepreneurial journey from Eastern Europe to Silicon Valley, mentorship, and personal strategies for staying at the top of his game.01:06 Early Entrepreneurial Journey03:45 The First Big Risk07:45 Founding HYCU: The Name and Mission09:41...2024-10-2240 min

The First CustomerThe First Customer - Decoding Value Creation Through Pricing Strategies with Founder Dan BalcauskiIn this episode, I was lucky enough to interview Dan Balcauski, founder and CPO of Product Tranquility.Dan shared his backstory, growing up in Chicago with no direct entrepreneurial influences but finding his path through engineering and the software industry. He moved to Austin, Texas, over 20 years ago, drawn by its warmer climate and tech opportunities. Initially influenced by the dot-com bubble, Dan's entrepreneurial dreams took shape later in life, especially after a year-long trip around the world. This travel period helped him realize it was the right time to start his own company, leading to the...2024-10-1625 min

SaaS Scaling SecretsThe Fallacy of Finish Lines in SaaS with Ajoy Krishnamoorthy, CEO of Cin7Host Dan Balcauski sits down with Ajoy Krishnamoorthy, CEO of Cin7. Ajoy, with over two decades of experience, shares insights from his career transition from engineering to executive leadership. He discusses his journey and the pivotal moments that shaped his approach to business. The conversation explores Cin7's mission to empower sellers in the commerce industry, the challenges they've overcome, and how they leverage AI to enhance internal operations and customer experiences. Ajoy emphasizes the importance of continuous improvement, a customer-first mentality, and pragmatic approaches to AI implementation and pricing strategies. Join us to explore leadership, innovation, and driving...2024-10-1539 min

SaaS Scaling SecretsScaling through Specialization with Niclas Lilja, CEO of YouniumDan Balcauski interviews Niclas Lilja, founder and CEO of Younium. They discuss Niclas's journey from founding Younium to leading it through rapid growth, including expanding into the U.S. market. Niclas shares transformative moments, the challenges in scaling, strategies for building trust among C-level executives, and the importance of having a focused Ideal Customer Profile (ICP). He also provides insights on pricing strategies in the SaaS industry, highlights the importance of staying active and realistic about pricing, and emphasizes the need for adequate sleep to maintain sharpness as a leader.00:28 Meet Niclas Lilja: Founder and CEO of...2024-10-0832 min

SaaS Scaling SecretsGlobal from Day One with Kristjan Vilosius, CEO of KatanaIn this episode of SaaS Scaling Secrets, host Dan Balcauski interviews Kristjan Vilosius, co-founder and CEO of Katana, a leading cloud-based manufacturing and inventory management software for SMBs. Kristjan shares his journey from Soviet-era Estonia to becoming a global SaaS leader, the early influences on his entrepreneurial path, and the founding story of Katana. The discussion covers milestones like going global from day one, building a diverse and international team, and maintaining company culture across geographies. Kristjan offers valuable insights into scaling strategies, overcoming challenges, and the importance of a clear purpose and transparent communication in achieving business success.2024-10-0137 min

Make It Happen Mondays - B2B Sales Talk with John BarrowsDan Balcauski: Pricing Psychology and Sales StrategiesDan Balcauski is the founder and Chief Pricing Officer at Product Tranquility and expert in pricing and packaging for high-volume B2B SaaS companies. In this episode, we explore a variety of pricing strategies, uncover industry-specific practices, and discuss the growing influence of AI in pricing. Dan also shares valuable tips for sales reps and entrepreneurs looking to sharpen their pricing tactics and strengthen their market positioning. Packed with actionable advice, this episode is a must-listen for anyone aiming to elevate their pricing game. (edited)Are you interested in leveling up your sales skills and staying relevant...2024-09-301h 02

SaaS Scaling SecretsBetting Big on Enterprise from the Beginning with Prabhu Ramachandran, CEO of FacilioIn this episode of SaaS Scaling Secrets, host Dan Balcauski talks with Prabhu Ramachandran, CEO and co-founder of Facilio, an IoT platform aimed at enhancing operational efficiency in buildings. Prabhu shares his extensive 18-year experience in the SaaS industry, beginning at Zoho and transitioning into founding Facilio. The conversation dives into strategies for scaling a global SaaS company, the challenges of introducing new technology in the traditional real estate sector, and critical lessons learned for successful expansion. Prabhu emphasizes the importance of a strong team, focused market strategies, and having a standout product. Additionally, he provides insights into navigating...2024-09-2433 min

SaaS Scaling SecretsHealthy Teams = High Performance with Derk Arts, CEO of CastorIn this episode of SaaS Scaling Secrets, host Dan Balcauski interviews Dr. Derk Arts, founder and CEO of Castor. Dr. Arts shares his unique journey from medicine to tech entrepreneurship, highlighting how Castor is revolutionizing clinical trials with a focus on global health equity. The conversation covers Derk's early entrepreneurial ventures, the challenges and strategies in scaling a B2B SaaS company, and the importance of maintaining a culture prioritizing employee well-being. 00:28 Meet Dr. Derk Arts: From Medicine to Tech02:57 Early Entrepreneurial Ventures05:16 Overview of Castor and Its Impact08:47 Inspiration Behind Castor12:25 Balancing...2024-09-1745 min

SaaS Scaling SecretsDissecting the Acquirer’s Playbook with Denny LeCompte, CEO of PortnoxIn this episode of SaaS Scaling Secrets, host Dan Balcauski interviews Denny LeCompte, CEO of Portnox and a veteran tech industry leader. Denny shares his extensive experience in scaling SaaS businesses, detailing his role in transforming SolarWinds through strategic acquisitions and effective integration. He also describes his journey from academia to becoming a CEO, emphasizing the critical aspects of understanding customer needs and building a coherent go-to-market strategy. The discussion provides key insights into making successful acquisitions and the importance of integrating new companies thoroughly to realize their full potential.Guest BioAs CEO...2024-09-1043 min