Marco Bertini is rewriting the rules of commerce. Instead of selling the “means” (products and services), he believes companies should adopt innovative revenue models to pursue the “ends” (actual outcomes). The key: reflect the value that customers actually derive from their purchases.

Bertini is a professor of marketing at Esade and a visiting professor at the Harvard Business School.  He is also a senior advisor to the marketing, sales, and pricing practice at the Boston Consulting Group.  Marco is the co-author of the book The Ends Game: How Smart Companies Stop Selling Products and Start Delivering Value.  He received his doctorate from Harvard Business School and has previously served on the faculty at London Business School.

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Pricing and Selling Value: Marco Bertini, Harvard, Esade Professor

Wayne McCulloch, author of The Seven Pillars of Customer Success, has more than 25 years experience in the software industry educating companies on the building blocks for Customer Success. He is a two time Chief Customer Officer, and ran global customer education services at HPE, IBM and Salesforce, and now he’s the Global Head of Customer Success at Google Cloud. 
Wayne’s book is a manual for Customer Success teams - it gives the modern software company all the info on the best people, policies, and practices used to satisfy and delight customers at scale.

Google Cloud’s Wayne McCulloch on The Subscriber Experience & 7 Pillars of Customer Success

John Pineda is Partner-Director at the Boston Consulting Group. He’s a core member of BCG's Technology, Media, and Telecom as well as Marketing, Sales, and Pricing practices.

John is an expert in pricing model transformation, monetization of digital platforms, and pricing to value to improve core business profitability. He has helped clients in implementing large-scale pricing programs, applying pricing quick hits tactics, and developing new subscription-as-a-service revenue models. John’s clients come from a range of industries including technology, data/business services, life sciences, industrial goods, and financial institutions.

We talk to John about pricing strategies for the Covid era, challenges faced by technology companies, and subscription growth levers. And we also try to find out if the list price is really extinct!

BCG's John Pineda on Subscription Pricing Strategies

Michael Wolf is the Co-founder and CEO of Activate, the leading strategy and technology consulting firm for media, technology, and entertainment companies worldwide. He is a business strategist whose focus is on helping senior executives exploit growth opportunities and define the future of their businesses – all aimed at helping them win in the dynamic media and tech ecosystem. Previously, Michael was President and COO of MTV Networks and a managing partner at McKinsey & Company. 

We talk to Michael about Activate’s research on the impact of Covid-19 on media and technology businesses. We dig into the recently released Technology & Media Outlook 2021 report and the Rewire to Restart report which came out over the summer.

For more, check out www.zuora.com/podcast

Activate’s Michael Wolf on the future of Media & Technology

Georgiana Laudi is a SaaS growth advisor and marketing executive. She’s a strategic advisor at Elevate where she helps high-growth SaaS companies scale, and the co-founder of Forget the Funnel which helps SaaS marketing and growth leaders build customer-led strategies that result in revenue-generating outcomes. Before that, Georgiana was the former VP of Marketing at Unbounce and has nearly two decades of experience in marketing and growth, from early-stage startups to big brands like Yellow Pages and AskMen. 

We talk to Georgiana on what constitutes customer-led growth and the mindset shift that subscription businesses need to make to operationalize it.

SaaS Growth Advisor Georgiana Laudi on Customer-led Growth

In the only podcast dedicated to the 'Subscription Economy', hosts Tom Krackler and Rachel English will talk to innovators, entrepreneurs, and analysts about the business shift towards recurring revenue.

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