Why SaaS Companies Are Getting AI Pricing Wrong and Leaving Money on the Table
New Research on AI Pricing in SaaS
AI is reshaping software pricing. We recently completed an AI pricing survey of 128 SaaS CXOs and the results are concerning.
- 95% of SaaS CXOs are so concerned about AI disruption that they believe a pricing update will be required in the next 12 months
- 90% say AI-driven gross margin compression has or will shortly come up with their board, investors, or in diligence
- 79% that charge for AI have converted fewer than half their eligible customers
- 73% either lack finance guardrails – or do not enforce existing guardrails – on AI pricing despite uncertainty around AI inference costs
- 71% rushed AI pricing with only informal research rather than meaningful willingness-to-pay research
- 54% lack explicit pricing for AI agents and other non-human identities (NHIs) accessing their platforms
The AI Pricing Challenge
SaaS companies rushed to launch AI product functionality, did not monetize it properly, and are now at risk of absorbing costs without enough revenue.
As AI inference costs rise and AI-enabled functionality expands, SaaS executives are increasingly rethinking AI pricing strategy, SaaS pricing models, and AI monetization frameworks.
Upcoming Live Executive Briefing
On Tuesday, June 23 at 12PM ET, we are hosting The 5 Keys to AI Pricing — a live executive briefing with our research findings.
The executive briefing will be led by Brian Bailard and Ross Brondfield, who advise software companies and private equity firms on pricing strategy, monetization, and commercial growth initiatives.
We will introduce a practical framework for aligning AI value, cost structure, and pricing architecture so that AI shows up in the P&L.
Register here:
Register for the Live Executive Brief
