pricing foundations Archives

Designing Hybrid and Evolving Pricing Models for AI

November 10, 2025

Pricing AI is hard because no single metric captures how value is created and how costs behave. A per-user fee feels simple but ignores automation.

Pricing AI: Evaluating Pricing Metrics

November 3, 2025

Pricing metrics shape how buyers perceive value and how companies capture it. Choosing the right one is one of the hardest decisions in any business,

Pricing AI: The COMPASS Spectrum of Pricing Metrics

October 6, 2025

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

Nobody Wants to Buy AI

September 29, 2025

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

Why Buyers Really Buy

September 15, 2025

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

Pricing AI: The Value of Packaging

September 8, 2025

You can listen to the full audio version of this blog we call — Blogcast. I got so excited last week to dive into how to

Packaging AI: Structuring Features and Placing AI in Offers

September 1, 2025

You can listen to the full audio version of this blog we call — Blogcast. The value architecture has three layers: foundational problems, problem scope, and