Beyond Tiers: Redefining SaaS Pricing with Gary Bailey of FinTech Strategic Advisors

Monetize: The Art Of Pricing

In this episode of Monetize: The Art of Pricing, host Abhishek Rajagopal interviews Gary Bailey, a pricing strategy expert with 30 years in banking and fintech. Gary is a Finance and Monetization Consultant at FinTech Strategic Advisors. Join them as they discuss the contrast between traditional pricing models and SaaS pricing and why SaaS companies should transition from traditional tier-based pricing to tailored and per-transaction pricing. Gary emphasizes the value of dynamic, customer-focused pricing, referencing pricing strategies at tech giants like Amazon and Meta. The discussion also delves into the evolving role of pricing managers and a five-step framework for effective monetization.
Here are some key discussion topics:

• Introduction to Pricing in SaaS and AI
• Historical Pricing Approaches in Finance
• Value Capture Strategies of Tech Giants
• Challenges in SaaS Pricing Models
• The Role of Pricing Professionals
• B2B vs. B2C Pricing Strategies
• Learning from AWS and Azure
• Personalized Pricing Models
• Five-Step Framework for Pricing Strategy

Gary Bailey is a Finance and Monetization Consultant with Fintech Strategic Advisors Ltd in London, specializing in pricing strategies, unit economics, and cost innovation since 2017. As founder of The Talent Capitalist, Gary pioneers “Jobs Led Pricing,” a revolutionary approach addressing the unique challenges of AI monetization. With over 15 years in senior roles, including at ICAP and ICBC Standard Bank, he managed $1 billion in annual revenue and led transformative initiatives in pricing, compliance, and cost efficiency. Gary also serves as Monetization NED at Articulture and previously advised innovative startups like Zedosh and CandidateX, championing growth through strategic monetization.
Episode Highlights
00:00 - Intro
03:20 - Introduction to Pricing in SaaS and AI
05:44 - Historical Pricing Approaches in Finance
10:12 - Setting the Foundation for SaaS Pricing
15:11 - Value Capture Strategies of Tech Giants
17:03 - Challenges in SaaS Pricing Models
22:27 - The Role of Pricing Professionals
26:10 - Creating Organizational Value with Pricing
29:33 - Pricing in an AI World
32:02 - Dynamic Pricing at Tech Giants
36:39 - B2B vs B2C Pricing Models
39:49 - Five-Step Framework for Pricing Strategy
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