"Salesforce CEO Marc Benioff last week came closer to answering a multibillion-dollar question when he said seat-based pricing - with some caveats - was becoming the norm for its AI agents after flirting with pricing based on consumption and per-conversation payments. While there is much debate about how users will get money back from investing in AI agents, the stakes are also high when it comes to how they pay for them."
"Salesforce has bet big on AI agents to boost productivity among its users, and it expects commensurate returns. "We're talking about 3x, 4x the ability to multiply the monetization on customers because, by the way, they're getting 3 or 4x or 10x more value from our products," Benioff told investors last week. But with concern raging about how many jobs AI might replace,"
Seat-based pricing, with caveats, is becoming the dominant model for enterprise AI agents after trials of consumption and per-conversation pricing. Gartner forecasts agentic AI could drive about 30 percent of enterprise application software revenue by 2035, surpassing $450 billion, up from 2 percent in 2025. Major enterprise vendors including SAP, Oracle, Workday, and Infor view AI agents as central to their strategies. Salesforce expects significant monetization gains as agents boost user productivity, citing multi‑fold value increases. The Agentic Enterprise License Agreement (AELA) bundles seat-based options and reusable credits to meet customer demand for flexibility. The seat-based shift suggests current adoption is augmenting rather than fully replacing human roles.
#ai-agents #seat-based-pricing #enterprise-software-monetization #agentic-enterprise-license-agreement
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