In this episode of Run the Numbers, CJ sits down with Wisam Hirzalla, Head of Product at Stripe Billing, to trace the full journey of a dollar—from product packaging and pricing through quoting, contracts, billing, tax, collections, and revenue recognition.

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LINKS:

Mostly Talent: https://mostlymetrics.typeform.com/to/cLTxtAsN

Guest: https://www.linkedin.com/in/wisam-hirzalla-9b20a91/

Company: https://stripe.com/

CJ: https://www.linkedin.com/in/cj-gustafson-13140948/

Mostly metrics: https://www.mostlymetrics.com

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TIMESTAMPS:

0:00 What Drives Billing Downstream

1:41 Welcome to Run the Numbers

2:37 Wisam's Path to "Queen of Billing"

4:55 What Head of Billing at Stripe Entails

5:45 Defining Quote-to-Cash

7:50 Layer 1: Pricing and Packaging Mistakes

14:46 Pricing Models Rising Because of AI

18:11 Layer 2: Inside a Quote

19:27 Why Enterprise Deals Get So Messy

24:38 Layer 3: Contracting

27:21 Layer 4: Billing

30:15 Why Usage-Based Billing Is So Complex

34:51 Tokens as a Pricing Unit

36:57 Billing's Move Out of the ERP

39:53 Layer 5: Provisioning and Entitlements

43:36 Layer 6: Tax

44:27 Layer 7: Getting Paid

48:18 Layer 8: RevRec

50:52 When Billing Stopped Being Back Office

51:47 Asking Better Questions Segment

52:28 Will AI Replace Finance Jobs

The Stripe Guide to Pricing, Billing, and Quote-to-Cash with Wisam Hirzalla

Run the Numbers

The Stripe Guide to Pricing, Billing, and Quote-to-Cash with Wisam Hirzalla