How to Price for Usage without Losing Control

In Episode 3 of UsageMoments, Ari Vänttinen is joined by Andrea De Franceschi, Senior Manager at Strategy&, for a practitioner-level conversation on what really happens when software companies move from seat-based pricing to usage and outcome-based models. They cover the three capabilities companies consistently underestimate — sales activation, billing and metering infrastructure, and usage forecastability — why most transitions stall in the first 90 days, and how Snowflake built a system that lets them treat consumption revenue as structured and predictable despite having no fixed contracts.If you’re a pricing lead, CFO, or product leader navigating this shift, this is the episode with the operational depth the strategy decks leave out. Hosted on Acast. See acast.com/privacy for more information.