Seat-based pricing is dying in AI SaaS

Seat-based pricing assumes value scales with the number of humans using the product. AI breaks that assumption: the software does the work, so the most valuable deployments may have fewer humans in the loop, not more.

Charging per seat in that world means leaving money on the table on your highest-impact accounts and capping your own upside.

Where pricing is heading

• Usage and outcome-based models tied to work completed.
• Hybrid floors (a platform fee) plus consumption.
• Value metrics that track the customer's win, not their org chart.

Signal: if your best customer could get more value with fewer logins, your pricing model is fighting your product.