In this episode of SaaS Scaling Secrets, Dan Balcauski interviews Richie Khandelwal, co-founder of PriceLabs, a revenue management platform for vacation rental owners. Richie shares his unique journey of building PriceLabs into a global operation while working demanding full-time roles at Bain and scaling MindTickle. They discuss the origins of PriceLabs, managing a side hustle turned full-time business, and the importance of prioritizing tasks and customer-centric solutions. Richie also explores the challenges and strategies of pricing both in hospitality and SaaS software, emphasizing the need for explainability in algorithms and balancing trust and accountability in team management. Lastly, Richie advises CEOs to resist the urge to be the smartest in the room and focus on hard work to achieve B2B scaling success.01:12 Meet Richie Kahndelwal of PriceLabs01:42 The Journey of Building PriceLabs02:24 Balancing Full-Time Roles and a Side Hustle07:36 The Decision to Go All-In on PriceLabs13:04 Management and Leadership Insights18:57 Balancing Trust and Accountability in Business21:01 Building a Remote Trust-Based Culture21:27 Defining and Maintaining Company Values24:34 Challenges of Pricing in SaaS vs. Hospitality27:34 Psychology of Pricing Automation28:47 Explaining Pricing Models to Customers31:06 Balancing Algorithms and Customer Psychology33:45 Common Misconceptions in Pricing35:53 Advice for Scaling B2B CompaniesGuest LinksPriceLabs.coRichie Kahndelwal on LinkedIn

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