Mark Walker has been a litigator, a music industry lawyer, and a repeat SaaS founder — and he's now CEO of Nue, the revenue orchestration platform quietly running the billing stack for most of the major AI companies you've heard of.

We get into why customers come to you looking for reasons not to buy, how one Nue customer had $2M unbilled and didn't know it, when Stripe is genuinely enough and when it isn't, why seat-based pricing was never really right — and what Mark thinks are the only real moats left in SaaS.

For SaaS founders thinking about pricing, billing complexity, or what their revenue stack should look like as they scale.

In this episode:

→ Why customers come looking for reasons not to buy

→ How to find and fix revenue leakage (one customer: $2M unbilled)

→ When to invest in revenue infrastructure — and when Stripe is enough

→ Why seat-based pricing was never the right model

→ Lessons from selling his last company

→ Why distribution and data are the only real moats left

----------- Episode's Chapters -----------

0:24 — Introduction: Mark's Unconventional Path to SaaS

1:08 — First Startup Blanketware: Ahead of Its Time

3:21 — What Is Nue? Revenue Orchestration Explained

4:27 — Who's Running Nue: The AI Company Client List

5:44 — Pricing for the Fastest-Growing Companies in the World

9:13 — When to Invest in Revenue Infrastructure

16:08 — How to Price Your Product (and Stop Leaving Money on the Table)

22:40 — Usage-Based Pricing: Hype or Reality?

26:48 — Revenue Leakage: What It Is and Why It's Costing You Millions

35:36 — Lessons from Acquisitions and Exits

39:19 — Biggest Failure and Biggest Win

44:08 — The Hack: Sell by Addressing What They're Afraid Of

🎙️ Mark Walker - https://www.linkedin.com/in/markwalker/

Nue - nue.io

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