Episode Description
When did you last actually change your price? Not the ad creative, not the landing page. The price itself. If you are like most founders, you set it once on a spreadsheet and never touched it again.
Drew Marconi is the co-founder and CEO of Intelligems, the profit optimization platform behind a thousand-plus A/B tests and more than $600M in DTC transactions. Before this he was chief of staff to McKinsey's global managing director, then built the dynamic pricing engine for half a million rides a day at the ride-sharing company Via. He is one of the most rigorous pricing thinkers in ecommerce, and this one is packed with frameworks you can use this week.
His core case:
Raise price before you touch conversion rate.
A $10 increase on a $100 product can double your profit per order.
You can lose half your conversion and still come out the same.
In this episode:
- Why a $10 price increase can double profit per order
- How to find your free shipping threshold from your order value distribution
- The first question to answer before you price anything: what are you pricing for
- Why the right price is a mirage that changes by market and season
- Profit per visitor, the metric that should replace ROAS obsession
- The pricing mistakes Drew spots in seconds
- How Intelligems uses AI to design, build, and read your tests
- Where dynamic pricing crosses the line, and where it just makes you money
Chapters:
00:00 The pricing lever almost everyone ignores
01:43 From McKinsey to pricing 500K rides a day
05:45 The pivot: from mobile games to Shopify pricing
11:14 Why most ecommerce brands still price on gut feeling
15:34 What Gruns gets right: a storefront for every customer
18:02 Why founders optimize ads 10x more than price
21:46 The math: how a $10 price bump can double profit
24:25 The pricing mistakes that quietly cost you money
26:47 How to actually find your free shipping threshold
31:22 Why the right price is a mirage
34:25 How Intelligems uses AI to run your tests
37:46 The future of personalization and dynamic pricing
41:56 Is dynamic pricing fair to customers?
44:43 Lightning round and where to find Drew
Connect with Drew:
Intelligems: https://intelligems.io
Intelligems AI: https://intelligems.ai
LinkedIn: https://www.linkedin.com/in/andrewmarconi/
Ecom Growth Insider is the podcast for ecommerce founders who want to scale profitably. New episodes on paid media, CRO, offers, pricing, and the operating systems that actually move the needle.
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