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

Niklas Halusa, CEO of Nautical Commerce on why pricing strategy is stage dependent #pricingtips

13 Feb 2025 · 1 min

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In this brief interview excerpt, Niklas Halusa, CEO of Nautical Commerce, explains that a pricing strategy must be tailored to a startup’s stage. For venture‑backed founders, early‑stage companies need not chase immediate profitability; instead, they should focus on validating whether a large, sustainable business can exist in the future. Halusa emphasizes using early customers as a learning source, deliberately leaving value on the table to earn goodwill, patience, and engagement, which in turn helps refine the product and achieve product‑market fit.

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your pricing strategy is really, really stage dependent. As a venture-backed founder, you don't have to immediately be profitable. And so what you're really trying to answer is the question of, is there a huge business down the road? And what you're trying to do from the early customers, you're trying to learn from them, trying to tell a story around, to your point, product-market fit and what you solve, a real problem. And so you need to, let's call it, leave value on the table for their goodwill, for their patience, for their engagement with you on making the product better.