For nearly 20 years I’ve said IT pricing should move to an outcome-based model—but it never really caught on. SaaS kept winning with seat-based pricing because it favored vendors, not customers.
That’s about to change.
As we move from SaaS to agentic AI, business models will finally shift to outcomes. Two reasons:
- We can now measure the outcome. AI agents do the work, not just help with it. We know when they succeeded.
- Vendors now have unpredictable costs. Every GPT call has a price tag, and software companies need usage to be more stable.
The result? We’ll see pricing based on things like leads generated, documents processed, or hours saved—especially in fields like medical info, AR/AP, real estate, and legal assistance where outcomes are clear and repeatable.
Margins will come down. But they’ll be more predictable.
This great post by Amos Bar-Joseph nails it: AI-native businesses aren’t about maximizing margins—they’re about mastering volatility.
Welcome to the next era.
Originally published by Brad Bush on LinkedIn.
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