Pricing Page unPacked Wed, 24 Jun 2026 11:55:52 +0200 https://www.buzzsprout.com/2612036 en-us © 2026 Pricing Page unPacked yes 5efb3879-813d-5999-8dc4-0b1a1d41619d Willingness To Pay episodic false Where pricing strategy meets the real world.


What actually happens when pricing theory hits a live pricing page?Where do companies get it right - and where do they quietly leave money on the table?


In our new podcast, Pricing Page Unpacked, we dive into exactly that.


Join Rob and Ulrik as they break down pricing pages, explore how they’ve evolved over time, and unpack the real impact of those changes. No scripts, no over-editing—just an honest, high-signal conversation between two pricing experts.


🎙️ What to expect:


  • Real-world examples of pricing pages (the good, the bad, and the confusing)
  • Sharp challenges and fresh perspectives
  • Deep interpretation of what pricing decisions actually mean for a business


Rob brings the framing, momentum, and tough questions.Ulrik brings the diagnosis, insights, and implications.


Together, it’s 100% pricing - unfiltered.


If you care about pricing, packaging, or how companies actually communicate value… this one’s for you.

]]> Buzzsprout (https://www.buzzsprout.com) Pricing, SaaS, growth, product marketing Willingness To Pay https://storage.buzzsprout.com/jndj6awyqrc9r7cetabvrh5j4kj4?.jpg Pricing Page unPacked https://www.buzzsprout.com/2612036 Rob Litterst Ulrik Lehrskov-Schmidt Intercom (now Fin): Pricing the work, not the software Intercom (now Fin): Pricing the work, not the software A quick note - this episode was recorded before Intercom's name change in May 2026 and their acquisition by Salesforce in June 2026.


Intercom was growing at 4% year-over-year while the median SaaS company was at 19%. Instead of optimising their way out of it, they scrapped their seat-based model entirely and rebuilt around a single metric: the resolved conversation.
Rob and Ulrik tear apart how Fin AI's $0.99-per-outcome pricing works, why it's already pushing $100M ARR on its own, and where the model starts to break - including the hidden risk of a price war and the uneven value problem between a private bank and a gaming company.

Topics covered:

 - Why outcome-based pricing works when the job-to-be-done is narrow

 - The seat-based model death spiral and how AI accelerated it

 - Fin's trojan horse GTM strategy: plug in on top of your existing helpdesk

 - Where the $0.99 flat rate leaves money on the table

Pricing Page unPacked breaks down real SaaS pricing decisions every week - the trade-offs behind the page, not just what's on it.

For more information, catch us on https://www.willingnesstopay.com/

]]> A quick note - this episode was recorded before Intercom's name change in May 2026 and their acquisition by Salesforce in June 2026.


Intercom was growing at 4% year-over-year while the median SaaS company was at 19%. Instead of optimising their way out of it, they scrapped their seat-based model entirely and rebuilt around a single metric: the resolved conversation.
Rob and Ulrik tear apart how Fin AI's $0.99-per-outcome pricing works, why it's already pushing $100M ARR on its own, and where the model starts to break - including the hidden risk of a price war and the uneven value problem between a private bank and a gaming company.

Topics covered:

 - Why outcome-based pricing works when the job-to-be-done is narrow

 - The seat-based model death spiral and how AI accelerated it

 - Fin's trojan horse GTM strategy: plug in on top of your existing helpdesk

 - Where the $0.99 flat rate leaves money on the table

Pricing Page unPacked breaks down real SaaS pricing decisions every week - the trade-offs behind the page, not just what's on it.

For more information, catch us on https://www.willingnesstopay.com/

]]> Willingness To Pay Buzzsprout-19390045 Wed, 24 Jun 2026 11:00:00 +0200 2199 1 5 full false HubSpot: Free Entry, Sticky CRM, and the Shift to AI Credits HubSpot: Free Entry, Sticky CRM, and the Shift to AI Credits HubSpot is the company every SaaS startup wants to copy when it comes to pricing — but most miss why it actually works. 

In this episode, Rob and Ulrik unpack the full arc of HubSpot's pricing strategy: the clever two-axis model that unlocked expansion revenue, the freemium CRM launch that took on Salesforce, and the bundle mechanics that turn complexity into a math game customers enjoy playing. Then they dig into where HubSpot is heading — AI credits, agent teams, and the shift from system of record to system of action.

For more information, catch us on https://www.willingnesstopay.com/

]]> HubSpot is the company every SaaS startup wants to copy when it comes to pricing — but most miss why it actually works. 

In this episode, Rob and Ulrik unpack the full arc of HubSpot's pricing strategy: the clever two-axis model that unlocked expansion revenue, the freemium CRM launch that took on Salesforce, and the bundle mechanics that turn complexity into a math game customers enjoy playing. Then they dig into where HubSpot is heading — AI credits, agent teams, and the shift from system of record to system of action.

For more information, catch us on https://www.willingnesstopay.com/

]]> Willingness To Pay Buzzsprout-19318714 Wed, 10 Jun 2026 12:00:00 +0200 2139 1 4 full false Slack: The hidden costs of AI, price increases and margin impact Slack: The hidden costs of AI, price increases and margin impact In this episode of Pricing Page unPacked we dive into Slack’s journey from a simple messaging app to an organizing app that can seem near ubiquitous for many industries.  Ulrik Lehrskov-Schmidt and Rob Litterst share their insights on Slack’s AI rollout, tiered features, and dynamic pricing strategies.

You’ll learn about their tiered AI features—basic summaries, advanced analytics, and enterprise-grade AI—and the surprising pricing tactics that drive user adoption while keeping margins healthy.

For more information, catch us on https://www.willingnesstopay.com/

]]> In this episode of Pricing Page unPacked we dive into Slack’s journey from a simple messaging app to an organizing app that can seem near ubiquitous for many industries.  Ulrik Lehrskov-Schmidt and Rob Litterst share their insights on Slack’s AI rollout, tiered features, and dynamic pricing strategies.

You’ll learn about their tiered AI features—basic summaries, advanced analytics, and enterprise-grade AI—and the surprising pricing tactics that drive user adoption while keeping margins healthy.

For more information, catch us on https://www.willingnesstopay.com/

]]> Willingness To Pay Buzzsprout-19241044 Wed, 27 May 2026 12:00:00 +0200 1809 1 3 full false Notion: Why Notion’s Pricing Works Better Than Most SaaS Companies Notion: Why Notion’s Pricing Works Better Than Most SaaS Companies Notion has tens of millions of users. A huge chunk of them have never paid a dollar.


And that's completely intentional.


In our latest Pricing Page Unpacked episode, we dig into how Notion turned free personal users into an organic growth engine — and how that freemium model quietly spread the product across teams, departments, and entire organizations.


We also get into the harder questions:


• Is Notion AI priced correctly now that it's bundled into higher tiers?

• What does margin pressure from AI mean for SaaS pricing broadly?

• Is Notion leaving money on the table — or playing a longer game?


One of the most thoughtful pricing pages in software. Here's what's behind it.

For more information, catch us on https://www.willingnesstopay.com/

]]> Notion has tens of millions of users. A huge chunk of them have never paid a dollar.


And that's completely intentional.


In our latest Pricing Page Unpacked episode, we dig into how Notion turned free personal users into an organic growth engine — and how that freemium model quietly spread the product across teams, departments, and entire organizations.


We also get into the harder questions:


• Is Notion AI priced correctly now that it's bundled into higher tiers?

• What does margin pressure from AI mean for SaaS pricing broadly?

• Is Notion leaving money on the table — or playing a longer game?


One of the most thoughtful pricing pages in software. Here's what's behind it.

For more information, catch us on https://www.willingnesstopay.com/

]]> Willingness To Pay Buzzsprout-19163893 Wed, 13 May 2026 10:00:00 +0200 2342 1 2 full false Figma: AI Credits, and the Future of SaaS Pricing Figma: AI Credits, and the Future of SaaS Pricing In this episode of Pricing Page unPacked, we break down Figma’s pricing page and explore what its pricing strategy reveals about how the company wants to grow. We talk through Figma’s evolution from a simple design tool into a broader product suite with FigJam, Dev Mode, Slides, Sites, Make, and more. We also dig into how Figma’s seat structure works across designers, developers, and collaborators, and why that approach may be better for expansion than for new customer acquisition.

We also get into one of the biggest pricing topics in SaaS right now: AI credits. We walk through how Figma is introducing AI-based packaging, why they are not fully enforcing limits yet, and what that means for cost control, user behavior, and the future of seat-based pricing. If you care about SaaS pricing, PLG, monetization, packaging strategy, or how AI is changing software business models, this episode is packed with practical insights.

For more information, catch us on https://www.willingnesstopay.com/

]]> In this episode of Pricing Page unPacked, we break down Figma’s pricing page and explore what its pricing strategy reveals about how the company wants to grow. We talk through Figma’s evolution from a simple design tool into a broader product suite with FigJam, Dev Mode, Slides, Sites, Make, and more. We also dig into how Figma’s seat structure works across designers, developers, and collaborators, and why that approach may be better for expansion than for new customer acquisition.

We also get into one of the biggest pricing topics in SaaS right now: AI credits. We walk through how Figma is introducing AI-based packaging, why they are not fully enforcing limits yet, and what that means for cost control, user behavior, and the future of seat-based pricing. If you care about SaaS pricing, PLG, monetization, packaging strategy, or how AI is changing software business models, this episode is packed with practical insights.

For more information, catch us on https://www.willingnesstopay.com/

]]> Willingness To Pay Buzzsprout-19070548 Wed, 29 Apr 2026 13:00:00 +0200 2516 1 1 full false Pricing Page unPacked - trailer Pricing Page unPacked - trailer Stay tuned for episode 1 on April 28.

For more information, catch us on https://www.willingnesstopay.com/

]]> Stay tuned for episode 1 on April 28.

For more information, catch us on https://www.willingnesstopay.com/

]]> Willingness To Pay Buzzsprout-19088727 Tue, 28 Apr 2026 10:00:00 +0200 29 1 1 trailer false