Funky Flywheels Show – der Podcast für B2B SaaS- & AI-Founder zwischen 1–10 Mio. ARR. · Björn W. Schäfer | Entrepreneur, Business Angel & Book Author

SaaS Pricing: 90% of companies are leaving money on the table - EP 143 🇬🇧 | Krzysztof Szyszkiewicz

·33 min·2 clips

He says 90% to 95% of SaaS companies can charge more, based on 150 pricing studies and 400 clients.

The conversation opens with a blunt observation: plenty of early-stage founders set pricing once and then never come back to it. That habit can leave serious money on the table for years, which is why the host brings in one of the pricing experts in Europe, the co-founder of ValueShift, who has worked with more than 400 companies. The core claim is straightforward. Across 150 pricing studies, the same pattern keeps showing up: in roughly 90 to 95 percent of cases, SaaS companies could charge more, sometimes much more, and the episode spends time on how to tell whether that applies to a specific business. The first lens is operational. If customers are not pushing back much and conversion stays strong, that can be a sign the product is delivering more value than the current price reflects. A second lens is mix behavior. When too many buyers choose the most expensive option, the pricing may be too low relative to the value ladder already in place. From there the discussion moves into customer research. The guest argues that you cannot just ask clients whether they like the price; you need a structured questionnaire that surfaces what has changed since adoption. That means asking about headcount, hours, conversions, process changes, and whatever else captures the real business effect of the product. The team then estimates value in the background while the customer conversation is still unfolding. It is a more systematic version of guesstimation, not a promise of perfect certainty. The episode keeps circling back to the difference between charging a number and charging for a value metric that actually fits the business model. That matters because pricing is tied to the business model and to how value is measured, not just to a single sticker price. The host then steers the conversation toward AI pricing and where it may be headed over the next few years. The tone stays practical throughout, with the guest favoring clear proxies over abstract theory. For B2B and Gen AI founders and pricing-minded operators, the episode feels like a direct nudge to revisit price, packaging, and the assumptions hiding behind both.

As heard by us

A disciplined pricing reset for founders who may be leaving revenue on the table.

SaaS pricing is framed here as a living revenue choice, not a set-and-forget task. The guest, a pricing expert and co-founder of ValueShift, makes a plain case that many founders lock in a number early and then let it calcify even as the business evolves.

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Why you'd press play

Test whether your pricing is quietly undercharging revenue.

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