Why your biggest pricing mistake is copying competitors and going cheaper | Mark Walker @ Nue

Mark Walker has been a litigator, a music industry lawyer, and a repeat SaaS founder — and he's now CEO of Nue, the revenue orchestration platform quietly running the billing stack for most of the major AI companies you've heard of.We get into why customers come to you looking for reasons not to buy, how one Nue customer had $2M unbilled and didn't know it, when Stripe is genuinely enough and when it isn't, why seat-based pricing was never really right — and what Mark thinks are the only real moats left in SaaS.For SaaS founders thinking about pricing, billing complexity, or what their revenue stack should look like as they scale.In this episode: → Why customers come looking for reasons not to buy → How to find and fix revenue leakage (one customer: $2M unbilled) → When to invest in revenue infrastructure — and when Stripe is enough → Why seat-based pricing was never the right model → Lessons from selling his last company → Why distribution and data are the only real moats left----------- Episode's Chapters -----------0:24 — Introduction: Mark's Unconventional Path to SaaS1:08 — First Startup Blanketware: Ahead of Its Time3:21 — What Is Nue? Revenue Orchestration Explained4:27 — Who's Running Nue: The AI Company Client List5:44 — Pricing for the Fastest-Growing Companies in the World9:13 — When to Invest in Revenue Infrastructure16:08 — How to Price Your Product (and Stop Leaving Money on the Table)22:40 — Usage-Based Pricing: Hype or Reality?26:48 — Revenue Leakage: What It Is and Why It's Costing You Millions35:36 — Lessons from Acquisitions and Exits39:19 — Biggest Failure and Biggest Win44:08 — The Hack: Sell by Addressing What They're Afraid Of🎙️ Mark Walker - https://www.linkedin.com/in/markwalker/ Nue - nue.io Subscribe to our channel to be the first to see the interviews that we publish - https://www.youtube.com/@saas-groupStay up to date:Twitter: https://twitter.com/SaaS_groupLinkedIn: https://www.linkedin.com/company/14790796