The structure that determines how a company charges customers — per seat, usage-based, outcome-based, or flat rate.
AI is shifting B2B pricing from per-seat to usage-based and outcome-based models. When AI automates work, charging per 'seat' makes less sense than charging per outcome (leads generated, tickets resolved). Founders building AI products should model how pricing aligns incentives: outcome-based pricing builds trust but creates revenue variability, while usage-based pricing scales with customer success.
AI is destroying the 'per-seat' pricing model. Here is how B2B SaaS founders must restructure their pricing to survive the transition to autonomous agents.
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