Learnings from #Saasiest, day one, part 1 38% of B2B pipeline is lost to "buyer status quo." Not to competitors. Not to budget cuts. To inertia. Your buyers choose to do nothing. Here's what I learned about why this happens and how pricing plays into it. OpenAI switched from seats to pooled credits in June. Even the giants don't have this figured out. They're testing. Adjusting. Reacting. Kyle Poyar showed me something that changed how I think about AI pricing: if your AI feature works too well, flat-rate pricing will kill your business. Your product becomes popular. Usage explodes.You can't raise prices because everyone's locked into annual contracts. The business implodes. That's why everyone's rushing to usage-based models. Flat-rate pricing is killing deals Small customers get priced out. Large customers pay too little. six different models you can test. Usage-based. Platform + usage. Three-part tariffs. Success-based pricing. Most B2B companies stick with flat rate because it's simple. Simple for you. Not simple for the buyer to justify. Someone needs to own pricing Here's a stat that surprised me: at companies doing $5-20M ARR, 21% have NOBODY owning pricing decisions. Not marketing. Not sales. Not product. Nobody. At $1-5M ARR, it's worse. The CEO owns it 69% of the time, which means pricing gets whatever attention is left after putting out fires. You can't build a repeatable sales motion if your pricing lives in the founder's head. What actually matters? Four questions every pricing decision should answer: Consistency: Are all customers looking for the same outcome? Attribution: Will customers give us credit for driving that outcome? Measurability: Can we measure and report outcomes in real time? Predictability: Can we predict outcomes accurately? If you can't answer these, your pricing is a guess. Jen Allen-Knuth walked me through two exercises that hurt to watch. First: audit your closed-lost deals in detail. Really dig into them. Not surface-level "they went with a competitor" BS. When one company did this, they found 50% of their quota sitting in dead deals. That's $50M in revenue just gone. Not because the product was bad. Because they never addressed the real objections. Second: stop using "I" in outreach. Your cold emails probably sound like this: "I wanted to reach out... I think we can help... I'd love to chat." Nobody cares what you want. Be curious about them instead. Ask real questions. The shift from "I have a solution" to "I'm curious about your problem" changes response rates fast. Nathan Latka came in hot: every B2B business needs to act more like B2C. That means free tier or PLG motion. Period. A cheap offer that gets people in the door, then you upsell them when they see value. He also dropped tactics on getting press for free. Build in public. Give your data away. Make noise. Meanwhile B2C companies are eating their lunch because they understand attention.