Venturing with Vishesh — Startup Founder Interviews on SaaS, AI, Fundraising & Venture Capital.
Sep 1, 2026 · 54 min · 13 segments
\## Guest IntroductionI'm joined by Gregor Biljardt, CEO of Mondrio and a former Simon-Kucher pricing lead who spent roughly eight years pricing startups before building an agentic pricing platform…
In all your work, have you seen people leave money on the table and what are some of the ways to not do that?
I mean, I think people, everyone is passionate about creating a cool product where customers are happy, right? That's something that everyone is after.
And people don't like, you know, as when you're selling, you don't like to hear no when you're selling, right? So I think the general sense that a lot of, I see a lot of founders undercharging because they don't want to ever hear no.
And undercharging, just, you know, if you never hear no, you're probably too cheap, right? So there's kind of this healthy balance where, yes, people, you know, you're getting healthy acquisition.
But it's also okay to have a couple people who tell you no and that you, you know, that's, yeah, that's, they recognize the value that you're delivering, but that you're maybe a little bit too expensive.
I mean, not everyone is going to also be fitting the revenue band that, you know, you expect your customers to be in.
it's possible, right? I mean, it's very important to think about segmentation, right? So you can serve different revenue bands, different customers, as long as you're differentiating and fencing in a clever way between those segments.
But your pricing structure should also reflect that and be able to kind of handle that.
But you don't want to deliver... everything to the customer that pays the least because then you might actually be you know generating a loss right and then i think that's also a typical issue or something that like founders that are a pre-c or c they close some very early customers at a really low price because they're trying to win every deal right and obviously it's important to You know, build a long term relationship with those customers.
But sometimes that also means that, you know, to keep it profitable, you have to increase the price over time and change some the way that you're maybe some of the pricing mechanisms even.
And avoiding that, I mean, you can have that conversation with the customer, right? You don't have to always...
In all your work, have you seen people leave money on the table and what are some of the ways to not do that?
I mean, I think people, everyone is passionate about creating a cool product where customers are happy, right? That's something that everyone is after.
And people don't like, you know, as when you're selling, you don't like to hear no when you're selling, right? So I think the general sense that a lot of, I see a lot of founders undercharging because they don't want to ever hear no.
And undercharging, just, you know, if you never hear no, you're probably too cheap, right? So there's kind of this healthy balance where, yes, people, you know, you're getting healthy acquisition.
But it's also okay to have a couple people who tell you no and that you, you know, that's, yeah, that's, they recognize the value that you're delivering, but that you're maybe a little bit too expensive.
I mean, not everyone is going to also be fitting the revenue band that, you know, you expect your customers to be in.
it's possible, right? I mean, it's very important to think about segmentation, right? So you can serve different revenue bands, different customers, as long as you're differentiating and fencing in a clever way between those segments.
But your pricing structure should also reflect that and be able to kind of handle that.
But you don't want to deliver... everything to the customer that pays the least because then you might actually be you know generating a loss right and then i think that's also a typical issue or something that like founders that are a pre-c or c they close some very early customers at a really low price because they're trying to win every deal right and obviously it's important to You know, build a long term relationship with those customers.
But sometimes that also means that, you know, to keep it profitable, you have to increase the price over time and change some the way that you're maybe some of the pricing mechanisms even.
And avoiding that, I mean, you can have that conversation with the customer, right? You don't have to always...
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