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Notes on building for the long clock.
Essays on building AI-native SaaS inside a studio, unit economics, and what we're learning building our brands.
4 of 39 essays match your filters
Per-seat, usage, or platform fee: choosing the right SaaS pricing meter.
The pricing meter encodes a theory of value. Most growing B2B SaaS brands are charging on a meter that no longer maps. The Cobalt Glacier diagnostic and the remap pattern we use in the first four quarters after launch.
Channel versus direct in vertical B2B SaaS: a four-question filter.
Channel partnerships compound when the partner owns trust the brand cannot replicate. They leak economics when they don't. The Cobalt Glacier filter: who owns the trust, the implementation, the renewal, and the data.
Proprietary data is the only real AI moat in vertical B2B SaaS.
Model access is not a moat. Cobalt Glacier builds AI features on the data behind them — workflow-generated, non-obvious schema, closed feedback loop — not the model in front of them.
Pricing power in vertical SaaS: why narrow workflows compound faster.
Pricing power is the right to raise prices annually without measurable churn. Vertical B2B SaaS earns it faster than horizontal SaaS because the workflow is narrower, the competitor set is shallower, and the buyer feels the pain directly.
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