How AI is Forcing Startups to Rethink Pricing w/ Madhavan Ramanujam
Recorded at the NFX SF HQ, this episode features Madhavan Ramanujam (author of Monetizing Innovation and Scaling Innovation), alongside Pete Flint (GP at NFX, founder of Trulia) and Anna Piñol (Partner at NFX). Together, they break down how AI is changing the rules of pricing, defensibility, and growth.
He covers the shift from services to venture capital, AI monetization, and how early discussions on willingness to pay shape value capture. Strategies for seed-stage startups, successful POCs, and enterprise deals are examined, highlighting simple pricing communication. The episode also addresses outcome-based pricing, AI's potential to reduce pricing bias, and tactics for profitable growth. As startups navigate AI adoption, the significance of the 20-80 axiom and overcoming resistance to price changes are emphasized.
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The Product Intuition Behind $800M+ In Exits w/ Kamakshi Sivaramakrishnan
Kamakshi Sivaramakrishnan shares her journey from AdMob to founding Drawbridge and her subsequent transition to LinkedIn. She discusses the mobile advertising revolution, the success of AdMob during the iPhone launch, and its acquisition by Google. Kamakshi highlights Drawbridge's unique value proposition and the challenges of navigating ad tech regulations. She offers insights on customer relationships, board management, and acquisition processes. Kamakshi also delves into her transition to LinkedIn, founding Samooha, and the complexities of data collaboration. The episode concludes with advice for founders, especially female entrepreneurs, and the importance of empowering product teams.
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How Running Out of Money Made DocSend a $165M Success w/ Russ Heddleston
Russ Heddleston, founder of DocSend, shares how nearly going bankrupt forced them to rethink everything—turning a failing startup into a product-led rocket ship that Dropbox bought for $165M. From spreadsheets of startup ideas, to the painful lessons of chasing enterprise sales, to doubling their prices and watching conversions skyrocket, Russ breaks down the hard truths behind building a breakout SaaS company. Plus: why he wishes he hadn’t sold, and what he’s doing differently with his next startup.
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How a $500 TV Ad Turned Credit Karma into a $7B Empire w/ Ken Lin
Ken Lin founded Credit Karma in 2007, bootstrapped through the recession, survived a near-shutdown by TransUnion, and ultimately sold to Intuit for $7.1B. In this episode, Ken shares how a $500 DIY TV ad broke their growth, why he avoided an IPO, the non-negotiables that mattered most in M&A, and where AI is taking personal finance next. A must-listen for any founder navigating scale, culture, and billion-dollar decisions.
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How Tracy Young Sold PlanGrid for $875M and Navigated Tragedy
Tracy Young, co-founder of PlanGrid, shares how her background in construction led to building one of the most successful startups in the space—culminating in an $875M acquisition by Autodesk. She dives into lessons learned on product-market fit, go-to-market strategy, and navigating founder relationships as the company scaled.
Tracy also reflects on her time at Y Combinator, the fundraising process, and the emotional challenges of selling a company. Post-acquisition, she transitioned into coaching before founding her new startup, TigerEye. She discusses how AI, core values, and leadership growth are shaping this next chapter—and what she wishes more founders knew about resilience and reinvention.
We believe creating something of true significance starts with seeing things others do not. NFX is a venture firm exclusively focused on pre-seed & seed stage startups.
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