"Problem: If your pricing is tied to human users, but AI is doing the work, you're leaving money on the table (or worse, annoying customers with irrelevant seat counts). Reality: Customers don't care about seats. They care about results. Manny's take: "Don't sell software. Own outcomes." If your product helps a customer resolve 1,000 support tickets a month, why charge for seats? Charge for resolved tickets."
"Outcome-Based Pricing: How It Works Instead of: One-off price ($59 for a CD) Flat SaaS fee ($59/year) Per-seat SaaS ($59/year per user) Quota-based ($59 per 1M tokens) We're moving to: Outcome-based ($59 per 100 customers helped) Why? Because customers want to pay for value, not logins. Manny's rule of thumb: "Price before product." Figure out how to measure success first, then build pricing around it."
AI agents are changing how work is executed, reducing the relevance of per-seat SaaS pricing because agents do work without occupying user seats. Customers prioritize delivered outcomes and measurable value rather than access or seat counts. Outcome-based pricing charges for units of value delivered, such as resolved support tickets or customers helped, instead of per-user or token quotas. Examples include pricing per contact helped and token-based consumption models that shifted buyer expectations. Successful monetization requires defining measurable success metrics before productizing features and building pricing tied to those metrics. Pricing strategy becomes the primary competitive moat as AI commoditizes product features.
Read at Remotive Blog
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