For decades, B2B software ran on a simple formula: pay per seat, use the tool. But AI has clearly broken that model. In this video, we break down why SaaS pricing feels like a predictable gym membership, while AI pricing increasingly feels like a casino—where costs are volatile, and the risk has quietly shifted from the vendor to the buyer.
As a CFO and strategy consultant, I’ve spent the last 10 years working in pricing strategy. In this video, I am looking at why the classic “per-seat” subscription is dying in the AI era, and why the alternatives are causing headaches for both founders and Fortune 500 procurement teams.
In this video:
- The Efficiency Paradox: What happens when the software does the work and you’re pricing per seat?
- The Unit Economics Trap: Why AI’s variable costs make the old SaaS margin math impossible.
- The Risk Transfer: Why a buyer is terrified of unpredictable invoices (and the data proving costs overrun by 30-50%).
- Enterprise Pushback: How buyers are fighting back and forcing a return to fixed fees.
- The Hybrid Future: Why models like Salesforce’s AgentForce are pivoting.
- Shelfware 2.0: The danger of buying AI “capability” without the organizational redesign to match.
