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Bowery Capital Startup Sales Podcast

Bowery Capital is an early stage venture capital fund that focuses solely on helping portfolio companies with sales related challenges. This podcast is a discussion between the Bowery Capital team and experienced industry friends in an effort to help a younger generation of startups better understand the issues and pain points they will face when thinking about early revenue generation.
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Bowery Capital Startup Sales Podcast
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Sep 30, 2016

This week the Bowery Capital team was joined by Tim Bryan, Chief Revenue Officer at Custora and Brett Robbins, Head of Business Development at Custora, to discuss choosing your scaling units in SaaS Pricing. Custora is one of the leaders in the advanced customer analytics space for the retail industry, providing marketing leaders with insightful guidance they need to deliver results while maximizing profitable growth over the long term. In our podcast, we discussed what exactly scaling units/ "currencies" are and, the difficulty of choosing the proper SaaS pricing model for your company. Every company decides to use different units or currency to determine pricing and breakpoints (i.e users, traffic tiers, number of employees, etc...) we got to hear their take on these and which ones have worked for them, and how they've thought about and addressed this problem. Tim and Brett broke down the process of choosing the proper scaling units in SaaS pricing into five steps: 1) Aligning with Value 2) Aligning with the Product 3) Aligning with the Sector 4) Testing your model 5) Evolving based on experiences. Find out what they had to say on these five steps, and hear how they applied them during their previous and current roles at Custora. What do you think the trends will be in SaaS pricing in 5 years? Hear what Tim and Brett think SaaS pricing trends will be in 5 years. 

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