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
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,
You can listen to the full audio version of this blog we call — Blogcast. Pricing begins with understanding why buyers choose to make a purchase
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. Buyers trade money for value. They don’t care what it takes
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
