Why your pricing is leaking revenue - with Roee Hartuv

Why your pricing is leaking revenue - with Roee Hartuv

Most B2B SaaS founders set their pricing at Series A - and never revisit it. In this episode, Sam sits down with Roee Hartuv, Senior Pricing Advisor and Head of GTM Expertise at WillingnessToPay.com [http://willingnesstopay.com], to unpack why broken pricing is quietly leaking revenue across your entire funnel - and what to do about it. Roee shares how 20+ years in B2B SaaS revenue roles, advising over 100 companies, taught him that pricing and packaging is the single highest-ROI lever most founders never pull. From value-based pricing frameworks to AI's impact on SaaS margins, this episode is essential listening for any founder navigating the zero-to-ten growth stage. In this episode, Sam and Roee discuss: * How Roee went from computer science to building a 20-year career in B2B SaaS sales * Why sales is a science, not an art - and how to systematise it * The most common pricing mistakes founders make and when to fix them * How to package SaaS features around customer jobs to be done (not feature tiers) * Why bad pricing breaks your financial model - not just your sales motion * How AI is disrupting SaaS margins and forcing a new approach to pricing strategy * The system thinking framework behind Roee's upcoming book Now We Build has partnered with CapQuest, an equity and investor relations management platform built for founders who need to track SAFEs, manage their cap table, and keep investors updated without the spreadsheet chaos. If you're raising capital or managing equity, CapQuest helps you stay organised from day one. Now We Build listeners can now get 20% off an entire annual subscription with the code nowwebuild20. Use the link here to claim the discount: https://capquest.io/book-demo [https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqbVJfTHNkOXBMZHpHQ2s0emZ6Zk5SODliOF9pZ3xBQ3Jtc0trby1hdFoyVDFCRjl0Z1NsT3hhdmhQbVZpa085WGxTRzRwWUx3ckVKMm0yYUhOTmZJREswTDNQamNOTWdzUWVYT1RTUmVWYUJZXzRlVkpBbkF2VldMaUZha1RveHowWkNIeExCd2dLaU81WmhSRFowYw&q=https%3A%2F%2Fcapquest.io%2Fbook-demo&v=wBP2bVyFtj4]  Timestamps: 00:00 Intro 01:50 From Coding to Sales: A Unique Journey 04:33 Lessons from 20 Years in Revenue Roles 07:16 The Art vs. Science of Sales 10:08 Transitioning to Advisory Roles 12:45 The Power of Pricing and Packaging 18:07 Systemizing Sales Processes 23:35 Navigating Geographical Expansion 25:19 AI's Impact on Pricing Models 28:05 Insights from 'The Modern Go to Market System' 34:01 Quickfire Questions and Final Thoughts Learn more: https://linktr.ee/nowwebuild [https://linktr.ee/nowwebuild]  Did you enjoy this interview? Subscribe so you don’t miss out on future episodes. Follow Roee: LinkedIn: https://www.linkedin.com/in/roeehartuv/ [https://www.linkedin.com/in/roeehartuv/]  Follow Sam: LinkedIn: https://www.linkedin.com/in/sam-marchant/ [https://www.linkedin.com/in/sam-marchant/]  TikTok: https://www.tiktok.com/@sammrchant [https://www.tiktok.com/@sammrchant]  Instagram: https://www.instagram.com/sammrchant [https://www.instagram.com/sammrchant] ---------------------------------------- Hosted on Acast. See acast.com/privacy [https://acast.com/privacy] for more information.

Dinner with strangers: Fighting the loneliness epidemic with Timeleft's Maxime Barbier

Loneliness is one of the defining crises of our time and Maxime Barbier is building the infrastructure to fight it. In this episode, we sit down with the Co-Founder and CEO of Timeleft, the world's fastest-growing IRL-tech company, to explore how a simple dinner with strangers became a global movement. What you'll learn in this episode: Maxime walks us through his entrepreneurial journey – from founding MinuteBuzz to launching Timeleft in 2023 – and the hard-won lessons in between. We get into what it really takes to scale a community-driven product across 47 countries and 162 cities, why focus is the most underrated startup skill, and how Timeleft's no-profile, no-feed approach is quietly rewriting the rules of social connection. About Timeleft: Timeleft is on a mission to make human connection a weekly habit. Every week, the platform curates real-life social experiences – dinners, runs, coffees, drinks – bringing strangers together in 160+ cities across 45+ countries. With over 3 million users, 1.2 million Instagram followers, and 150,000 people participating every month, it's become one of the world's largest communities built entirely around in-person connection.   Topics covered: * The loneliness epidemic and why it's getting worse * How Timeleft works – and why it's nothing like a dating app * Lessons from MinuteBuzz and what Maxime would do differently * Scaling a community product to 3M+ users in under two years * Product design principles for real-life social experiences * The role of focus and simplicity in building impactful startups * What the future of IRL connection looks like Now We Build has partnered with Capquest, an equity and investor relations management platform built for founders who need to track SAFEs, manage their cap table, and keep investors updated without the spreadsheet chaos. If you're raising capital or managing equity, Capquest helps you stay organised from day one. Now We Build listeners can now get 20% off an entire annual subscription with the code nowwebuild20. Use the link here to claim the discount: https://capquest.io/book-demo [https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqbVJfTHNkOXBMZHpHQ2s0emZ6Zk5SODliOF9pZ3xBQ3Jtc0trby1hdFoyVDFCRjl0Z1NsT3hhdmhQbVZpa085WGxTRzRwWUx3ckVKMm0yYUhOTmZJREswTDNQamNOTWdzUWVYT1RTUmVWYUJZXzRlVkpBbkF2VldMaUZha1RveHowWkNIeExCd2dLaU81WmhSRFowYw&q=https%3A%2F%2Fcapquest.io%2Fbook-demo&v=wBP2bVyFtj4]  Timestamps: 00:00 Intro 01:45 The Journey of Entrepreneurship 04:25 Lessons from MinuteBuzz to Timeleft 07:27 Navigating the French Startup Ecosystem 10:17 The Power of Persistence 13:10 The Breakthrough Moment 16:09 Scaling and Simplifying the Product 19:09 Paid Ads and Market Expansion 21:58 The Dinner Experience as Technology 24:10 The Power of Shared Experiences 28:59 Unpacking Loneliness and Human Connection 36:46 Navigating the Future of Human Interaction 38:42 Quickfire Insights and Reflections Learn more: https://linktr.ee/nowwebuild [https://linktr.ee/nowwebuild]  Did you enjoy this interview? Subscribe so you don’t miss out on future episodes. Follow Maxime: LinkedIn: https://www.linkedin.com/in/maximebarbier/ [https://www.linkedin.com/in/maximebarbier/]  Timeleft: https://timeleft.com/ Follow Sam: LinkedIn: https://www.linkedin.com/in/sam-marchant/ [https://www.linkedin.com/in/sam-marchant/]  TikTok: https://www.tiktok.com/@sammrchant [https://www.tiktok.com/@sammrchant]  Instagram: https://www.instagram.com/sammrchant [https://www.instagram.com/sammrchant] ---------------------------------------- Hosted on Acast. See acast.com/privacy [https://acast.com/privacy] for more information.

What nobody tells you about building in a regulated industry - with Meri Beckwith

In this episode, Meri shares his journey from VC to founder, the evolution of Lindus, and the transformative role of AI in clinical trials and drug development. Discover key patterns in team building, fundraising strategies, and the future of AI-powered healthcare innovations.  Meri Beckwith is Co-CEO at Lindus, an Accountable Research Organisation (ARO) designed to give biotech and pharma sponsors confidence and control over their clinical trials. In this episode, Sam and Meri also discuss: * Meri's transition from VC to founder * Lindus' evolution and impact on clinical trials * The role of AI and machine learning in healthcare * Fundraising strategies and investor relationships * Team building and hiring in a regulated environment Now We Build has partnered with Capquest, an equity and investor relations management platform built for founders who need to track SAFEs, manage their cap table, and keep investors updated without the spreadsheet chaos. If you're raising capital or managing equity, Capquest helps you stay organised from day one. Now We Build listeners can now get 20% off an entire annual subscription with the code nowwebuild20. Use the link here to claim the discount: https://capquest.io/book-demo [https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqbVJfTHNkOXBMZHpHQ2s0emZ6Zk5SODliOF9pZ3xBQ3Jtc0trby1hdFoyVDFCRjl0Z1NsT3hhdmhQbVZpa085WGxTRzRwWUx3ckVKMm0yYUhOTmZJREswTDNQamNOTWdzUWVYT1RTUmVWYUJZXzRlVkpBbkF2VldMaUZha1RveHowWkNIeExCd2dLaU81WmhSRFowYw&q=https%3A%2F%2Fcapquest.io%2Fbook-demo&v=wBP2bVyFtj4]  Timestamps: 00:00 Introductions & sponsors 01:45 Background 04:31 Transition from VC to Founder 07:16 The Birth of Lindus 10:06 Validating the Idea for Lindus 13:08 The Anti-CRO Model 15:46 Challenges in the Early Days 18:33 Scaling Operations and Hiring 21:33 Reflections on Growth Stages 24:48 Navigating Investor Relationships 26:27 The Evolution of Citrus and AI in Clinical Trials 29:50 AI's Impact on Clinical Trials 30:59 Building a Company with AI 35:03 Quickfire Insights and Reflections Learn more: https://linktr.ee/nowwebuild [https://linktr.ee/nowwebuild]  Did you enjoy this interview? Subscribe so you don’t miss out on future episodes. Follow Meri: LinkedIn: https://www.linkedin.com/in/meri-beckwith/ [https://www.linkedin.com/in/meri-beckwith/]  Follow Sam: LinkedIn: https://www.linkedin.com/in/sam-marchant/ [https://www.linkedin.com/in/sam-marchant/]  TikTok: https://www.tiktok.com/@sammrchant [https://www.tiktok.com/@sammrchant]  Instagram: https://www.instagram.com/sammrchant [https://www.instagram.com/sammrchant] ---------------------------------------- Hosted on Acast. See acast.com/privacy [https://acast.com/privacy] for more information.

How to know when to double down - with LOW6 CEO, Jamie Mitchell

In this episode, Jamie Mitchell shares his entrepreneurial journey from corporate life at BT to founding LOW6, a pioneering sports engagement and gaming platform. Discover how strategic pivots, international expansion, and relentless determination fueled his success, along with practical lessons on scaling, product development, and navigating investor challenges. Sam and Jamie also discuss: * Entrepreneurial transition from corporate to startup * Scaling a sports engagement platform internationally * Pivoting business models in response to market opportunities * Challenges of fundraising and investor relations in gambling tech * Leadership and team building in high-growth startups Now We Build has partnered with Capquest, an equity and investor relations management platform built for founders who need to track SAFEs, manage their cap table, and keep investors updated without the spreadsheet chaos. If you're raising capital or managing equity, Capquest helps you stay organised from day one. Now We Build listeners can now get 20% off an entire annual subscription with the code nowwebuild20. Use the link here to claim the discount: https://capquest.io/book-demo [https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqbVJfTHNkOXBMZHpHQ2s0emZ6Zk5SODliOF9pZ3xBQ3Jtc0trby1hdFoyVDFCRjl0Z1NsT3hhdmhQbVZpa085WGxTRzRwWUx3ckVKMm0yYUhOTmZJREswTDNQamNOTWdzUWVYT1RTUmVWYUJZXzRlVkpBbkF2VldMaUZha1RveHowWkNIeExCd2dLaU81WmhSRFowYw&q=https%3A%2F%2Fcapquest.io%2Fbook-demo&v=wBP2bVyFtj4]  Timestamps: 00:00 Intro 01:50 From Corporate to Entrepreneurship: Jamie's Journey 04:33 The Birth of LOW6: Early Business Ventures 07:25 Navigating Challenges in the Sports Marketing Landscape 10:33 The Evolution of LOW6: From Betting to SaaS 13:01 Scaling the Business: Overcoming COVID and Investor Hurdles 15:44 The Shift to B2B: Lessons from the Gambling Sector 18:36 Global Expansion: Strategies for New Markets 21:22 The Role of AI in Gambling: Enhancements and Opportunities 24:01 Looking Ahead: Exciting Developments for LOW6 Learn more: https://linktr.ee/nowwebuild [https://linktr.ee/nowwebuild]  Did you enjoy this interview? Subscribe so you don’t miss out on future episodes. Follow Jamie: LinkedIn: https://www.linkedin.com/in/jamie-mitchell-51a805168/ [https://www.linkedin.com/in/jamie-mitchell-51a805168/]  Follow Sam: LinkedIn: https://www.linkedin.com/in/sam-marchant/ [https://www.linkedin.com/in/sam-marchant/]  TikTok: https://www.tiktok.com/@sammrchant [https://www.tiktok.com/@sammrchant]  Instagram: https://www.instagram.com/sammrchant [https://www.instagram.com/sammrchant] ---------------------------------------- Hosted on Acast. See acast.com/privacy [https://acast.com/privacy] for more information.

From consultant to deep tech founder - scaling additive manufacturing globally with Francesco De Stefano

In this episode, Francesco De Stefano shares his journey from consultancy to deep tech entrepreneurship, focusing on additive manufacturing, team building, product development, and international expansion. Gain insights into scaling hardware startups, navigating investor relations, and leveraging AI in manufacturing. Sam and Francesco also discuss: * Journey from consultancy to entrepreneurship * Team building and co-founder dynamics * Product development and market fit in manufacturing * Fundraising strategies and investor relations * International expansion and market entry in US, Middle East, Asia * Use of AI in industrial manufacturing Now We Build has partnered with Capquest, an equity and investor relations management platform built for founders who need to track SAFEs, manage their cap table, and keep investors updated without the spreadsheet chaos. If you're raising capital or managing equity, Capquest helps you stay organised from day one. Now We Build listeners can now get 20% off an entire annual subscription with the code nowwebuild20. Use the link here to claim the discount: https://capquest.io/book-demo [https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqbVJfTHNkOXBMZHpHQ2s0emZ6Zk5SODliOF9pZ3xBQ3Jtc0trby1hdFoyVDFCRjl0Z1NsT3hhdmhQbVZpa085WGxTRzRwWUx3ckVKMm0yYUhOTmZJREswTDNQamNOTWdzUWVYT1RTUmVWYUJZXzRlVkpBbkF2VldMaUZha1RveHowWkNIeExCd2dLaU81WmhSRFowYw&q=https%3A%2F%2Fcapquest.io%2Fbook-demo&v=wBP2bVyFtj4] Timestamps: 00:00 Introduction 01:50 Francesco's Career Path 02:46 From Consulting to Industrial Passion 04:08 The Birth of Caracol and Technological Vision 05:56 Lessons from Consulting vs Startup World 08:44 Building a Complementary Co-Founding Team 11:16 Hiring and Culture in Scaling Companies 13:57 Identifying Market Gaps in Aerospace Manufacturing 15:29 Service Model as a Commercial Strategy 19:32 Fundraising Journey and Investor Relations 25:48 Lessons from Early Failures and Mistakes 29:09 Global Expansion: Markets in US, Middle East, and Asia 32:35 Commercializing Deep Tech and Hardware Challenges 35:09 Integrating AI into Manufacturing Platforms 38:46 Why Keep HQ in Milan? The Italian Ecosystem 42:45 Closing Remarks and How to Connect Learn more: https://linktr.ee/nowwebuild [https://linktr.ee/nowwebuild]  Did you enjoy this interview? Subscribe so you don’t miss out on future episodes. Follow Francesco: LinkedIn: https://www.linkedin.com/in/francesco-de-stefano-8b4b4497/ [https://www.linkedin.com/in/francesco-de-stefano-8b4b4497/]  Follow Sam: LinkedIn: https://www.linkedin.com/in/sam-marchant/ [https://www.linkedin.com/in/sam-marchant/]  TikTok: https://www.tiktok.com/@sammrchant [https://www.tiktok.com/@sammrchant]  Instagram: https://www.instagram.com/sammrchant [https://www.instagram.com/sammrchant] ---------------------------------------- Hosted on Acast. See acast.com/privacy [https://acast.com/privacy] for more information.