Karsten Holm

VP of Pricing and Monetization, Splunk · 1 appearance on the record.

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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.

5statements → 1claims → 0claims resolved → 4/5average certainty → 2/5average debate potential →

1 not checkable as stated how the 1 claim stands · each chip opens the sources

1 assertion · 4 insights · every statement was checked. The predictions and assertion are the 1 claim: statements the public record can support or contradict. 0 are resolved, and 1 names no date, number or outcome precise enough to check. Everything else (opinions, insights, what ifs, disclosures) can never be settled by the record, so it carries no assessment.

What they said5 Episodes1

Everything Karsten Holm said on the Official SaaStr Podcast that made the record, most notable first. Filter by type, assessment or year in the ledger →

Insight

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 …”

Karsten Holm Dec 3, 2024 ▶ 27:53 How to Leverage Pricing and Packaging to Drive Revenue with Miro, Loom, OpenAI, and Splunk

Insight

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…”

Karsten Holm Dec 3, 2024 ▶ 8:46 How to Leverage Pricing and Packaging to Drive Revenue with Miro, Loom, OpenAI, and Splunk

Insight

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.”

Karsten Holm Dec 3, 2024 ▶ 15:34 How to Leverage Pricing and Packaging to Drive Revenue with Miro, Loom, OpenAI, and Splunk

Assertion Not checkable as stated

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…”

Karsten Holm Dec 3, 2024 ▶ 21:22 How to Leverage Pricing and Packaging to Drive Revenue with Miro, Loom, OpenAI, and Splunk

Insight

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.…”

Karsten Holm Dec 3, 2024 ▶ 22:51 How to Leverage Pricing and Packaging to Drive Revenue with Miro, Loom, OpenAI, and Splunk

Appearances (1)

Episode	Date	Speaking time
How to Leverage Pricing and Packaging to Drive Revenue with Miro, Loom, OpenAI, and Splunk	Dec 3, 2024	8m

Karsten Holm

Appearances (1)

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