# A second pair of eyes on your pricing, before the board sees the forecast

XaaS Works is independent pricing and monetization advisory for SaaS and AI
companies. If you are a SaaS or AI company with at least $1m ARR, we are likely
a good fit to work together. Independent and senior. Not part of your sales team.

- Organization: XaaS Works
- Author: Ron Kugler
- Canonical URL: https://www.xaas-works.com/
- Contact: ron@xaas-works.com

## When I'm usually called in

A renewal is wobbling. A big deal is stuck for reasons nobody wants to name. The
price list hasn't moved in two years and nobody wants to be the one to touch it.
The board deck needs numbers that hold up under questioning, not numbers that
sound good in a Slack channel.

That's usually the moment someone sends an email.

## How I work

I've spent my career inside pricing and Deal Desk work at SaaS and AI companies -
in the room when deals close or fall apart. I now do that work independently, for
a small number of companies at a time.

Engagements run a few days, sometimes a few months. Written down as we go, so you
own the work after I leave.

## Engagements

### Large deal support

You have a live opportunity that's too big to leave to sales instinct alone. I
come in and look at the pricing model, the negotiation posture, how the value
story links back to the overall price story, and the financial risk on the table.
Usually a short engagement.

### Sparring partner

An ongoing engagement with a regular cadence. I challenge the pricing decisions
you're making before they calcify into next year's problem. Founders and CFOs use
this when they want someone who will say "that's a bad idea" without needing to
justify it to a sales VP first.

### AI usage in your pricing model

You're adding AI features and the unit economics no longer behave the way your
old per-seat model assumed. Token costs and inference variability push against
flat pricing, and customer usage patterns rarely match what was forecast. I help
you decide what to meter and what to bundle, and set a price that lets margin and
forecast survive contact with usage.

## About

I'm Ron Kugler. For over 25 years I've worked inside pricing and monetization at
SaaS companies - venture-backed, PE-owned, and public. I work with founders and
CFOs on the parts of pricing where judgment matters more than the model, and the
numbers still need to make sense to both sides of the table.

## Get in touch

Email works best. Tell me what is going on - a stuck deal, a packaging question,
a board meeting in three weeks.

Here is what happens next. I reply within a day. We get on a call so I can
understand the situation properly - if a few calls are needed with different
members of your team, that's what we do. If we agree I can help, I propose a
shape of work. If you still need help but don't think I'm a good fit, I'll put
you in touch with someone who might be.

- Ron Kugler
- ron@xaas-works.com
- https://linkedin.com/in/ronkugler

Pricing and monetization advisory based in Ireland.