Fynn GloverCo-Founder & CEO, Schematic · Co-founder & CEO of Schematic | Runtime monetization infrastructure for SaaS & AI companies

Dan Hellerman, CPO & Co-Founder of Saleo on the last mile of pricing & packaging in B2B SaaS

10 Oct 2024 · 1 min

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In this interview excerpt, Dan Hellerman describes a common operational challenge in B2B SaaS companies: the proliferation of feature flags and the difficulty of aligning them with contractual entitlements. He recounts having to sift through hundreds of feature flags to match a new customer's contract, leading to a cumbersome, error‑prone process. The mismatch often results in missed features for the customer, delaying value delivery and creating frustration for both the product leader and the client.

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I've worked for companies in the past where we had a dashboard of feature flags. We signed a new customer and I had to go filter through like 100 different feature flags to flag them just to figure out what a customer was. And it made contracts a nightmare because, you know, you send the customer this nice to read contract and says, hey, you have X, Y, and Z feature. And now I'm over here as a product leader looking at this. You know, I have a monitor one side with a giant contract, monitor the other side with every single feature flag, and I'm trying to match it. Inevitably you miss one and the customer's like, hey, where's this thing? And you're like, oh man, you're 4 months into your contract and you should be using that for value.