Impact Pricing Blog
Written by a Human!
“We Lost on Price” – Truthful and Useless
After a deal falls apart, the explanation comes quickly. “We lost on price.” Most of the time, that statement is true. If the price had
AI Didn’t Kill Per-User Pricing. It Exposed It.
AI did not break per-user pricing. It revealed that per-user pricing never made sense in the first place. For years, SaaS companies leaned on per-seat
Price Is the Tradeoff
When deals stall or fall apart, price is usually blamed. The number is too high. The budget isn’t there. Procurement pushed back. Finance couldn’t justify
Buyers Don’t Buy Features
Buyers trade money for value, not features. Features describe what a product does. Value explains why a buyer would give up money for it. Confusing
Pricing AI: When Algorithms Replace Buyers
AI buyers change pricing more than any shift we have seen in decades. Not because they drive harder bargains. Not because they automate procurement. The
Pricing AI: Three Levels of Value Visibility
AI vendors love to talk about data, but most of that talk misses the point. When AI takes over tasks that humans used to perform,
