From seats to outcomes: How AI is changing pricing (with Kyle Poyar)
You can't just sell seats anymore.
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We wanted to understand AI + pricing better.
So we invited
back.If you don’t know him, he’s the creator of growthunhinged.com and co-founder of Tremont.
Besides that, he happens to be very knowledgeable about pricing and AI.
With him, we discussed how AI is transforming pricing — and how it’s creating new pricing models focused on work, not seats.
Here’s a few takeaways
A lot of innovation is happening on pricing models at the moment, most notably pricing on work/outcomes, not seats. Intercom charges per ticket resolved, Salesforce per chat etc.
Pricing on the basis of units of work is not new — Michelin (yes, the tyre company) changed their pricing to charge for miles driven in a b2b context.
Charging for work/outcomes creates a lot of scrutiny (shelf-ware just won’t work here). It also makes product & customer success more critical than previously.
Check out his article on growthunhinged: “From selling access to selling work”
00:00 Introduction
03:19 The Evolution of SaaS Pricing
06:04 How AI is changing pricing
09:31 Challenges and Strategies in AI Pricing
27:01 Challenges for incumbents
36:31 It comes down to the CEO
40:24 Hybrid pricing
42:18 2025 Predictions