Transitioning to usage-based pricing
About
More companies are turning to usage-based pricing, but the challenge isn’t just whether to adopt it—it’s when and how to do it right. Striking the right balance between customer value, simplicity, and flexibility is key to a successful transition.
Join Sam Lee, VP of Pricing and Product Operations at HubSpot, in conversation with Scott Woody, Co-founder & CEO of Metronome, as they share lessons learned, best practices, and pitfalls to avoid from Sam’s experience leading pricing teams—first at Snowflake, a company with a usage-based native model, and now at HubSpot, which operates a hybrid model.
Evaluating your pricing and packaging—knowing when to make a change
Best practices for structuring pricing models that balance simplicity with flexibility
Common mistakes companies make when monetizing AI-driven features
How to internally frame the value of usage-based pricing
If you’re a product or pricing leader thinking through a pricing transition, this session will give you the insights to navigate the process with confidence.
Save your spot.
Register for the series here.
Upcoming live webinars
Pricing AI products is one of the biggest challenges for early-stage startups. Pricing experts Madhavan Ramanujam and Joshua Bloom will share best practices, common pitfalls, and strategies to help AI startups build a sustainable and effective monetization model.
Past webinars
Join us for an engaging conversation with pricing and growth expert Kyle Poyar on 2025 pricing trends and staying competitive in the rapidly evolving SaaS landscape.
Meet your speakers
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Sam has over 20 years of experience in B2B monetization and pricing strategy and is currently VP of Pricing Strategy and Product Operations at HubSpot. Prior to HubSpot, he spent 4.5 years leading pricing strategy and operations at Snowflake and has also built pricing teams at ServiceNow, Infoblox, and Microsoft. He’s seen the transition from traditional software licensing to cloud, the rise of SaaS, and the shift from subscription to usage-based pricing. Â
Kyle Poyar has spent the past 15 years helping software startups fuel growth and become category leaders. He's co-founder and Operating Partner at Tremont, an early-growth fund, and writes the popular newsletter Growth Unhinged (65,000 subscribers). Before that, Kyle was a longtime Operating Partner at OpenView ($2.4B AUM), where he partnered with breakthrough companies like Calendly, Deputy, and JumpCloud. He began his career at Simon-Kucher, the world's leading pricing strategy consultancy.
Joshua is a General Partner at 49 Palms Ventures. He has over two decades of monetization experience and has advised over 200 software companies on their revenue, pricing and sales models. He was a key contributor to The Startup Pricing Journey which was based on case studies from 10+ Bessemer Venture Partners portfolio projects.
Madhavan is a General Partner at 49 Palms Ventures and the author of Monetizing Innovation, a perennial bestseller on building & monetizing breakthrough products. The sequel, Scaling Innovation, Â which expands on how to turn a great product into a great company, will be published in summer 2025. He's helped hundreds of companies, from Fortune 500s to startups, launch and monetize new products and services, generating billions of dollars in incremental revenue and profit.