Salesforce is currently running three pricing models for the same AI product:

$2 per conversation

$0.10 per action

$125+ per user per month

One product. Three ways to charge.

That’s not clarity. That’s a market in transition.

For twenty years, SaaS charged for access. Per seat. Per login. Per user.

AI delivers output. And output replaces human effort.

If your AI works:

Customers need fewer seats

Fewer seats mean shrinking revenue

Your best product starts cannibalizing your core business

That’s the seat-based trap.

Across the top 500 B2B and AI companies, there were 1,800+ pricing changes last year. Everyone is experimenting because no one knows where durable pricing lands.

Seats protect predictability.
Credits protect margins.
Consumption lowers risk.
Outcome pricing bets on value.

This episode breaks down the real pricing war happening in AI and what it means when software stops being software and starts acting like labor.

Because when software becomes labor, you don’t price access.

You price capacity.

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