E14: Revenue Models 101 & the New Stack with Riya Grover, CEO of Sequence

In this episode, Sasha sits down with Riya Grover, CEO and Cofounder of Sequence, to discuss the evolving landscape of B2B revenue models and pricing strategies. They dive deep into the challenges modern software companies face in managing complex hybrid pricing models and the increasing adoption of usage and hybrid-based pricing. Riya also shares Sequence's approach to unifying the quote-to-cash process, bridging the gap between sales and finance teams, the limitations of traditional revenue management tools, and much more. 🔥 Apply to join over 400 founders and Execs in the Turpentine Network: https://hmplogxqz0y.typeform.com/to/JCkphVqj This show is a part of the Turpentine podcast network. Learn more: https://www.turpentine.co Get Turpentine Finance directly in your inbox. Subscribe to our newsletter at https://turpentine-finance.beehiiv.com/ and receive key takeaways from each episode -- RECOMMENDED PODCAST: 🎙️ Second Opinion - A new podcast for health-tech insiders from Christina Farr of the Second Opinion newsletter. Join Christina Farr, Luba Greenwood, and Ash Zenooz every week as they challenge industry experts with tough questions about the best bets in health-tech. Apple Podcasts: https://podcasts.apple.com/us/podcast/id1759267211 Spotify: https://open.spotify.com/show/0A8NwQE976s32zdBbZw6bv 📈 ECON 102 W/ NOAH SMITH - Keeping econ entertaining - Noahpinion author Noah Smith and Erik Torenberg break down business news and politics every week. Spotify: https://open.spotify.com/show/3Mos4VE3figVXleHDqfXOH Apple: https://podcasts.apple.com/id1753399812https://podcasts.apple.com/id1753399812 -- SPONSORS: NETSUITE 📈 NetSuite has 25 years of providing financial software for all your business needs. More than 36,000 businesses have already upgraded to NetSuite by Oracle, gaining visibility and control over their financials, inventory, HR, eCommerce, and more. If you’re looking for an ERP platform head to NetSuite: http://netsuite.com/zen - NetSuite has extended a one-of-a-kind flexible financing program for a few more weeks. COMMANDBAR 🦾 Level up your ineffective website chatbot with CommandBar. CommandBar builds a new type of web assistant which delivers highly personalized responses, real time co-browsing, and can perform actions on behalf of the users. Learn how Hashicorp, Gusto, Freshworks and more use CommandBar at https://commandbar.com/moz BABBEL 🌐 Ready to achieve your 2024 goals? Start learning a new language with Babbel in just three weeks. Enjoy app lessons, live classes, and podcasts designed for real-world conversations. Get up to 60% off at https://babbel.com/torenberg -- LINKS: https://www.sequencehq.com X/SOCIAL @sashaorloff (Sasha) @Riya_78 (Riya) TIMESTAMPS (00:00:00) Introduction to revenue management challenges (00:02:07) Evolution of revenue models (00:04:23) Hybrid pricing and usage-based models (00:05:32) Complexities in revenue management (00:06:46) Modern sales and finance operations (00:09:38) Driving factors behind revenue model changes (00:15:12) Software evolution and challenges (00:36:57) Sequence: simplifying quote to revenue (00:40:42) Closing thoughts and advice for finance teams