There’s a common argument floating around about AI agents: Agents will replace workers.Few workers mean fewer seats.Fewer seats breaks per-seat pricing. It sounds logical, and
You can listen to the full audio version of this blog we call — Buyer Insight. When companies lose a deal, the explanation is almost always
To understand what credits really do, it helps to separate three ideas that pricing conversations often blur together. A value metric is how buyers measure
You can listen to the full audio version of this blog we call — Buyer Insight. Companies think they have a pricing problem. Usually it’s a
You can listen to the full audio version of this blog we call — Buyer Insight. ARR had a good run. But it’s over. Annual Recurring
You can listen to the full audio version of this blog we call — Buyer Insight. I keep disagreeing with my friend Steven Forth about credits.
You can listen to the full audio version of this blog we call — Buyer Insight. If you spend enough time talking about pricing AI, someone
Most companies assume the price itself causes pricing problems. Deals stall. Buyers hesitate. Discounting appears. Price becomes the focal point because it is visible, measurable,
You can listen to the full audio version of this blog we call — Buyer Insight. Right now, a surprising number of companies are offering AI
You can listen to the full audio version of this blog we call — Buyer Insight. After a deal falls apart, the explanation comes quickly. “We
