The Rise of Usage-Based Pricing with Patrick Malatack and Kyle Poyar


04-05-2022 • 51 mins

On this episode of the Traction podcast, host Lloyed Lobo of Boast.AI welcomes Patrick Malatack, Partner at Matrix Partners and Kyle Poyar, Partner at OpenView.

Is the end of subscription pricing near?

Research from OpenView states that companies with usage-based pricing grow 38% faster...

Of the IPOs over the last three years, seven out of nine that had the best net dollar retention all have a usage-based model.

Welcome to a new era of software buying, where customers pay for the value they receive from the products.

Leveraging a successful career as VP of Product with the disruptive tech giant Twilio, Patrick shares inside knowledge for how startups can create long-term customer loyalty and profitability with usage-based pricing models.

Specifically, Patrick and Kyle will dive into:

3:02 - The most attractive thing about usage based pricing

11:30 - Which businesses aren't right for usage based pricing

15:49 - How to advise companies on picking the right metric for usage based pricing

21:26 - Handling strategic operational and financial challenge

33:53 - Accommodating customer spending patterns

38:16 - How Patrick evaluates usage based companies as an investor

41:13 -  When to flip the switch from usage based to subscription based

46:48 - Usage based metering and investments

50:37 - Managing conversations with investors who only care about MRR

57:15 - How to measure KPIs specifically for a usage based model

Learn more at

Connect with Patrick Malatack:

Learn more about Matrix Partners at

Connect with Kyle Poyar:

Kyle Poyar's (new) Substack, where he'll go deeper on topics like SaaS pricing -

Learn more about OpenView at

This episode is brought to you by:

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Launch Academy is one of the top global tech hubs for international entrepreneurs and a designated organization for Canada's Startup Visa. Since 2012, Launch has worked with more than 6,000 entrepreneurs from over 100 countries, of which 300 have grown their startups to seed and Series A stage and raised over $2 billion in funding. To learn more about Launch's programs or the Canadian Startup Visa, visit

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