Willingness to Pay Isn’t About Your Product
April 6, 2026
Every pricing conversation eventually lands in the same place. Charge what a buyer is willing to pay. It sounds simple. If you can figure that
Tag: pricing
Will AI Shrink Our Teams or Expand Our Ambitions?
March 23, 2026
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
Buyers Are Rational, It’s the Sellers That Aren’t
March 16, 2026
When companies lose a deal, the explanation is almost always the same. “We lost on price.” Price becomes the default explanation. It’s convenient. It’s simple.
Credits Trade Clarity for Flexibility
March 9, 2026
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
Credits Are Both Billing and Currency and That’s the Problem
February 16, 2026
I keep disagreeing with my friend Steven Forth about credits. I’ve learned that when I disagree with Steven, it means I don’t understand the issue
Pricing Theory vs. Buying Reality: Why Usage-Based Pricing Still Wins in Enterprise AI
February 9, 2026
If you spend enough time talking about pricing AI, someone will eventually say this:“Per-user pricing makes no sense for AI.” Conceptually, they are right. Practically,
The Three Value Disciplines: Why Price Takes the Blame When Buying Gets Hard
February 2, 2026
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,
Free AI Is a Strategy, Not a Pricing Model
January 26, 2026
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
“We Lost on Price” – Truthful and Useless
January 19, 2026
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
AI Didn’t Kill Per-User Pricing. It Exposed It.
January 12, 2026
You can listen to the full audio version of this blog we call — Blogcast. AI did not break per-user pricing. It revealed that per-user pricing
