How Writer is winning enterprise AI deals with Matan-Paul Shetrit

In this episode of Unpack Pricing, Scott Woody, co-founder and CEO of Metronome, talks with Matan-Paul Shetrit, Director of Product at Writer, a full-stack generative AI platform for enterprises. They explore the evolving landscape of AI pricing, where rapid model advancements and enterprise adoption create pricing challenges. Matan (ex-Brex, Square, Stripe) shares why per-token pricing falls short for enterprises, how Writer is shifting to a hybrid model, and the importance of predictability for adoption. Matan also shares how AI transformation mirrors the cloud migration journey, how to navigate the tension between product and GTM teams, and why tackling high-value but "mundane" workflows is key to multi-year renewals. FULL TRANSCRIPT AVAILABLE HERE: metronome.com/podcast/unpack-pricing/how-writer-is-winning-enterprise-ai-deals-with-matan-paul-shetrit – FOLLOW: Scott https://x.com/l3amm  https://www.linkedin.com/in/scott-woody-21677121/ Matan https://www.linkedin.com/in/matan-paul-shetrit-aab12016/  – Check out: Writer: https://writer.com/  Metronome: https://metronome.com/ – TIMESTAMPS: (00:00) Intro (01:21) Matan's career journey from government to Writer (04:16) How product managers should view pricing (07:24) Pricing limitations in competitive markets (09:00) Balancing usage growth vs. commercialization (10:18) Moving from token-based to platform pricing (14:03) Why token-based pricing doesn't work for large organizations (16:55) How Writer's pricing model provides predictability (21:01) Using entitlements vs. feature gating (23:30) Managing product in rapidly changing AI landscape (26:01) Why Writer trains their own models for enterprise (28:21) Making enterprise IT champions rather than detractors (31:45) Platform value beyond foundational models (32:23) Real appetite for AI in large companies (34:37) Finding high-value mundane workflows (36:50)  Process for proving value to enterprise customers (39:00) The Importance of renewals vs. initial deals (41:01)  Why self-serve PLG doesn't work for Global 2000 (44:05) Learning from established enterprises vs. disrupting (45:20) Wrap