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.
Executive Briefing
On June 23, 2026, a live executive briefing, The 5 Keys to AI Pricing, brought together software and private equity executives to discuss our latest research on AI pricing, monetization, and margin protection.
Led by Brian Bailard and Ross Brondfield, the session explored a practical framework for aligning AI value, cost structure, and pricing architecture so that AI investments generate measurable financial results.
The briefing covered five critical pricing levers that help software companies avoid margin erosion, capture the value of AI innovations, and ensure AI shows up in the P&L.
Missed the event?
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