In this heated episode of The Pricing Guys, Michael and Avy go toe to toe on one of the most debated and misunderstood questions in pricing strategy: Where should the pricing function sit within an organization?

Is it part of finance? Sales? Marketing? Or does it deserve a seat of its own? The answer, as you’ll hear, isn’t so simple and depends on a variety of factors unique to each business. Michael argues for proximity to the commercial team, pushing the case for pricing to live closer to sales where it can influence deals in real time. Avy, on the other hand, makes a compelling case for centralizing pricing within strategy or finance to ensure objectivity, guardrails, and data-driven decision-making.

The debate dives deep into how organizational maturity, leadership buy-in, and cross-functional dynamics all shape where pricing can be most effective. The two challenge conventional wisdom, share war stories from client engagements, and even disagree on whether pricing needs to be a standalone function or integrated into a broader team.

Whether you’re part of a growing startup still figuring out your org chart, or leading a pricing team at a global enterprise with complex matrix reporting, this episode will prompt you to take a fresh look at how your pricing capability is structured and whether it’s set up to deliver the most value.

They also tackle the practical side: what happens when pricing is misplaced? How do companies recover from internal conflicts, siloed data, or lack of ownership? And what early signals suggest it’s time to rethink your current setup?

Tune in for an engaging, real-world conversation that offers both strategic perspective and actionable insights. The Pricing Guys don’t always agree, but that’s what makes it worth listening to.

🎧 Available now on Spotify, Apple Podcasts, and YouTube.