With SaaS, per-seat pricing was simple, predictable, and familiar to buyers. It became so common that many equated “SaaS pricing” with “seat-based pricing.” But AI
Every day a new vendor pops up promising “AI powered” this or “machine learning” that. Budgets are being carved out, boards are asking about AI
A pricing metric is really the intersection of two perspectives: how the buyer measures value (their KPIs) and what the seller can and does measure
You’re sitting in a conference room facing a software purchase decision. Two vendors, similar products. Vendor A costs 15% more but has a proven track
I got so excited last week to dive into how to do AI packaging, the frameworks and structure, that I forgot to help you see
The value architecture has three layers: foundational problems, problem scope, and situational context. Last week we talked about how foundational problems define market segments. But,
Pricing begins with understanding why buyers choose to make a purchase in the first place. Buyers don’t purchase AI because it is powerful or innovative.
Mark, Why Does This Distinction Matter? In AI, whether you are selling a platform or a solution is one of the most important strategic decisions
You can listen to the full audio version of this blog we call — Blogcast. One of the most important lessons in pricing is this: Buyers
You can listen to the full audio version of this blog we call — Blogcast. This is the first of a series of blogs that may
