Demand Gen
Usage-based pricing is eating the enterprise contract
Procurement wanted predictability. Buyers wanted proof. The compromise is rewriting how software gets sold above $250K.
Devon Park
Analyst
Devon Park is an analyst at Business of GTM covering pricing strategy, partnerships, and distribution motion. With a focus on usage-based and consumption models, Devon examines how enterprise companies are restructuring contracts, go-to-market channels, and partner ecosystems to drive more predictable revenue in an uncertain market.
Podcast
Marketplace listings are the new field sales team
Cloud marketplace transactions crossed a threshold this year. Most GTM teams still treat the listing as a checkbox.
Demand Gen
Free-tier math: when the funnel eats the margin
Three companies published their conversion curves. Two of them should not have shipped a free tier.
