The SaaS Pricing Strategy Mistake Costing You 6 Figures

This episode of Predictable B2B Success features host Vinay Koshy in conversation with solopreneur and agency founder Mike Moll. They discuss the strategies required to secure high-profile clients such as Volvo and the government of Canada, while maintaining focus and avoiding burnout. The conversation offers candid insights into the challenges and key breakthroughs that drive sustainable agency growth.

Mike Moll shares lessons learned from ego-driven mistakes and explains how a significant mindset shift transformed his business. He and Vinay Koshy examine why attempting to serve everyone leads to inefficiency, and how focusing on core strengths can improve positioning, pricing, and overall success.

The episode provides practical frameworks for value-based pricing, strategies to differentiate your business amid AI competition, and actionable guidance for future-proofing your operations with effective tools and processes. It is designed for those seeking to remain relevant, attract ideal clients, and build a business that supports both financial and personal goals.

Some topics we explore in this episode include:

• Leadership and Mindset Shifts: Mike Moll’s journey from ego-driven management to effective leadership.
• Niche Positioning: The importance of specializing rather than trying to serve everyone.
• Playing to Your Strengths: Delegating weaknesses and focusing on personal strengths.
• Founder Self-Awareness: Understanding your own vision and business style.
• Value-Based Pricing: Moving from deliverables-based pricing to charging for outcomes and results.
• Effective Discovery and Questioning: Uncovering the true value and needs for each client.
• Making Intangible Services Tangible: Demonstrating the value of hard-to-quantify services like design.
• Common Sales Call Mistakes: Not listening, not closing, and failing to connect solutions to pain points.
• Client Communication for Retention: Keeping clients engaged through ongoing, proactive communication.
• Leveraging Automation and Tools: Improving profitability with technology and automation, not just higher prices.
• And much, much more...