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The Real Question for Outcome-Based Pricing Is If It Will Stick

SaaStr

One of the hottest topics in AI for B2B is around outcome-based pricing. Simply that outcome based pricing may be exciting to VCs who think it unlocks more TAM and budget, and it may seem exciting to founders and execs who think it will help them grow deal size. What I do know is a pricing model is not a product. What do I mean?

Pricing 269
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How M&A Fosters Innovation

Tom Tunguz

Less demand for an asset decreases price. If a supermajority of acquirers in purchasing potential are sidelined, the urgency to innovate is lessened. That’s why a vibrant M&A market is essential to innovation. This point is clear & straightforward.

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The 250,000 Customer Club: How HubSpot and Monday.com Both Created SMB+ Empires

SaaStr

Pricing Model Evolution : HubSpot’s multi-tiered pricing approachfrom free tools to enterprise solutionscreates natural upgrade paths as companies grow, maximizing lifetime value while maintaining strong operating margins (14% non-GAAP operating margin in Q1 2025). Their ecosystem extends their reach globally.

SMB 267
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HubSpot Co-Founder and Chairman Brian Halligan on SaaS Markets, Board Meetings, and AI’s Impact

SaaStr

AI in B2B SaaS: The Incumbent Advantage On the AI revolution in B2B software, it’s the age-old ‘startups are innovating and racing to get distribution, and the bigger companies have distribution and are racing to innovate.’ ’ The twist this time is the data is very hard for startups to acquire or accumulate.

AI 278
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The New Frontier: A Guide to Monetizing AI Offerings

Speaker: Michael Mansard and Katherine Shealy

Backed by an acclaimed recent in-depth study of over 70 real-world GenAI offers conducted by Michael, we’ll explore the four avenues for packaging AI offerings, the importance of usage-based pricing, and how to craft a strategy that is agile, scalable, and aligns with customer values.

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A16Z: Enterprise AI Spending is Growing 75% a Year.

SaaStr

It’s not just part of the innovation budget anymore. AI Budgets Are Exploding—And Moving to Core IT Spend The Hard Data : Enterprise AI spend is growing 75% year-over-year, with innovation budget allocation dropping from 25% to just 7% of total AI spend. The Price War : Google’s Gemini 2.5 Flash costs $0.26/million

AI 206
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Should Your Startup Differentiate On Pricing?

Tom Tunguz

Startups are innovation machines. Others want to innovate in every dimension and re-invent every discipline from pricing to marketing to support to customer success. Brad Birnbaum, founder and CEO of Kustomer , discussed the challenges of innovating on two dimensions simultaneously on the [Saastr podcast]().

Pricing 277