9 SaaS Pricing Tactics That Work (with proof!)
Usage-based, value-based, and three-prong pricing, plus onboarding and upsell methods behind $100K+ customers and 20% yearly expansion
Nathan Latka · Founderpath
Published October 2, 2026Explore the lesson. Sign in to access the slide download.
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Nathan Latka was 19 when he hit $1m in ARR at his first SaaS company (Heyo.com). Shortly after, VC's made an offer to buy 20% of his company for $2m ($10m valuation). Latka accepted .... and then reality hit.
His company got an acquisition offer for $6.5m which his new VC's blocked. He quickly learned: Selling equity to VC's reduces your options. Why does everyone celebrate raising VC?
Eventually, he exited the company in 2015 and launched a podcast (google Latka Podcast) which features a new SaaS CEO every day. He has interviewed 3,584 of the worlds top SaaS founders over the last 5 years.
Today, he helps founders raise non-dilutive capital out of his $150m fund at Founderpath. To date, 200 founders have taken $100m in capital. The firm will deploy $250m this year.
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