Episode 233:44
Pricing AI in 2026
Seats, usage, outcomes — what actually works when the product is decision-removal, not software access.
EP. 23 — Listen Now
Show Notes
Segments
- 00:00 — The pricing identity crisis: AI products are priced like SaaS and valued like labor.
- 13:40 — Seats versus usage versus outcomes — what each model rewards and punishes.
- 28:15 — Anchoring to the decision removed, not the API call consumed.
- 39:45 — The 2026 reality: buyers compare you to headcount, so price against headcount.
Key takeaways
- Usage pricing taxes adoption; outcome pricing demands measurement; seats reward shelfware. Choose your poison consciously.
- The value metric must be legible to the person paying, not the person building.
- Repricing is easier than unpricing — start higher than comfortable.