I remember the first time I watched a pilot project I had championed quietly transform into a broader, multi-million dollar rollout. It wasn't magic — it was deliberate work, careful orchestration, and a willingness to learn from the pilot without becoming emotionally attached to it. Turning an...
Sep 11, 2026
• by Éloïse Dupont
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I want to walk you through a pragmatic, reproducible 90-day pricing experiment I’ve used (and refined) with B2B SaaS teams to prove—empirically—whether enterprise buyers will pay 30% more for a specific feature. This isn’t theory. It’s a tight experiment design, sales-friendly roll-out, and measurement plan that gives you defensible evidence you can use in pricing decks, investor...
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When my startup first started burning cash, I thought the obvious levers were obvious: cut headcount, delay product features, or chase more funding. What I didn’t immediately consider was how much runway I could reclaim simply by rethinking treasury and banking operations. Adopting Stripe Treasury transformed how we manage cash: it automated critical cash flows, reduced banking fees, and let us...
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I’ve worked with startups and remote teams for years, and when the conversation turns to paying people in crypto, a lot of founders light up with excitement—until the tax and compliance questions start rolling in. Paying team members in cryptocurrency can be fast, global, and attractive to talent, but it creates real reporting and withholding obligations that, if mishandled, can trigger...
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I remember the first time I considered revenue-based financing (RBF) for one of my startups: it felt like finding a middle path between dilutive equity and rigid debt. RBF promised growth capital tied to performance rather than ownership—but the terms matter. If you don’t negotiate carefully, you can end up trading away strategic flexibility or facing cash flow strain. In this piece I’ll...
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I’ve been experimenting with zero-party data for several years now, and I can honestly say it’s one of the most powerful levers we have to grow email revenue without betraying customer trust. If you’re tired of noisy tracking, declining cookie visibility, and limp personalization that feels creepy rather than helpful, zero-party data is the antidote: it’s data customers intentionally give...
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I’ve been researching sustainable sourcing and consumer trust for years, so when I started investigating matelas fabriqués en France avec labels de qualité, I approached the topic like a marketer and a pragmatic buyer. In this piece I want to walk you through why "made in France" matters for mattresses, what quality labels actually guarantee, how to read certifications, and which French-made...
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I often get asked how to validate whether customers will actually pay significantly more for a SaaS add-on — not just say they would in a survey, but put real money on the line. The approach I use is a pragmatic 90-day pricing test that balances statistical rigor with the speed and clarity a product team needs. Below I walk through the playbook I’ve used to prove — or disprove — a...
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I remember the first time I sat across from a corporate development lead discussing an earnout: my stomach tightened, the spreadsheet on my laptop felt suddenly fragile, and every vague term in the draft SPA looked like a potential landmine. Since then I’ve negotiated several founder exits and advised entrepreneurs on structuring earnouts that don't leave them hostage to post-closing...
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I started paying a few remote team members in crypto because it made sense: faster cross-border transfers, lower fees for some corridors, and a way to attract talent who prefer crypto exposure. Very quickly I learned that doing this loosely — sending tokens from my personal wallet — is a fast track to messy accounting, compliance headaches, and the risk of drawing attention from tax...
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I remember the first time I tried to get a risk-averse corporate buyer to run a pilot of my startup’s solution. Months of meetings, slides, and polite emails produced little more than promises to "circle back." What finally changed the game was switching from persuasion to partnership — and boiling the ask down to three specific executive commitments that together make a pilot irresistible...
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