Karsten Holm
VP of Pricing and Monetization, Splunk. On 1 show, 1 appearance. The Shows tab opens the full record on each.
executiveoperatorsplunk.com ↗
Carsten Holm directs pricing, packaging, and monetization strategy at Splunk. Prior to Splunk, he held pricing and revenue leadership positions at major software vendors including Salesforce and SAS Institute.
1shows
1appearances
5statements
0resolved
0supported
0contradicted
Everything Karsten Holm said on any show that made the record, most notable first. Each card names its show and opens the statement there.
Holm: Pricing model shifts create friction that must be offset by volume
“Every single time it's a trade off, right? Because whatever you change to, it has no linear correlation to the old model. So there are always going to be some winners and losers in this. The winner's going to take their wins. They're not going to give you the …”
Holm: Value metrics are much harder to change later than pricing numbers
“The numbers you can play with, the metrics, things like that are really hard to change after the fact. So being clear around how you want to capture value and having it a fair value exchange, meaning the customer agrees that is also the way to capture value an…”
Holm: Pricing changes are a one-way door that is difficult to reverse
“Pricing is one of these things. Once you have it out there in the market, it's really hard to roll it back in, right? It's like a one way door, right? Once it's out there, tough to reel it in.”
Bundling add-ons increased Splunk's user adoption and average selling price
“And so we're running some interesting pilots there that ultimately showed two things. A user adoption was much, much higher because people felt like they can experiment without any real risk and commitment. Number one. And number two is the ASP for the platfor…”
Holm: Enterprise software is inelastic, so vendors must set high initial prices
“In enterprise sales or enterprise software, it's not super elastic. That's the bottom line. Splunk may be one of the more elastic enterprise products than others, but you're not going to wake up one more, one day and say, oh, let's buy a bunch of Oracle today.…”
One line per show, most statements first. The link opens Karsten's full record on that show: the calibration, argument clarity, speaking style and every statement made there.
| Show | Role there | Eps | Statements | Record | |
|---|---|---|---|---|---|
 SAASTRLEDGER | VP of Pricing and Monetization, Splunk | 1 | 5 | — | full record on the Official SaaStr Podcast → |