Great article! That has always been true about seat based pricing, but I agree that it could be accelerated by efficiency gains through AI. For what it's worth, I think headcount/layoff trends have probably had a greater impact on licenses in the past few years. Either way the risk is there, and seats are often an imperfect proxy for value when quoting a price.
My 2 cents is that flat-fee pricing will be the best model for B2B pricing moving forward, since buyers prefer the predictability. And 100% "use the value from GenAI to justify above average price increases in the future."
Great article! That has always been true about seat based pricing, but I agree that it could be accelerated by efficiency gains through AI. For what it's worth, I think headcount/layoff trends have probably had a greater impact on licenses in the past few years. Either way the risk is there, and seats are often an imperfect proxy for value when quoting a price.
My 2 cents is that flat-fee pricing will be the best model for B2B pricing moving forward, since buyers prefer the predictability. And 100% "use the value from GenAI to justify above average price increases in the future."
A really interesting and informative article. Thanks