Rethinking B2B Software Pricing in the Agentic AI Era

▤ Summary

This article examines how agentic AI is changing B2B software pricing. It argues that vendors are moving away from seat-based subscriptions toward usage-based, agent-based, and outcome-based models. The piece explains the tradeoffs of each pricing approach, especially the difficulty of measuring value, controlling margin, and maintaining customer predictability. It also recommends that vendors use hybrid pricing, add telemetry and billing capabilities, and transition gradually to avoid revenue loss and churn.

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