From seats to outcomes: How AI is changing pricing (with Kyle Poyar)

Because of AI, pricing models are changing fast - and they're not just disruptive to incumbents, but also to how teams operate. With Kyle Poyar, we discuss new pricing models focused on outcomes and units of work - and what ramifications they come with. (00:00) - Introduction (03:19) - The Evolution of SaaS Pricing (06:04) - How AI is changing pricing (09:31) - Challenges and Strategies in AI Pricing (27:01) - Challenges for incumbents (36:31) - It comes down to the CEO (40:24) - Hybrid pricing (42:18) - 2025 Predictions Check out Kyle's article on the new pricing models here. This episode is brought to you by by Fullcast, the only AI-powered platform that streamlines your entire sales lifecycle — from plan to pay. With modules like territory and quota management, routing, and capacity planning, Fullcast adapts to your unique needs — whether you need one solution or an all-in-one platform. Ready to see the difference? Visit Fullcast.com and mention the Revenue Formula Podcast to unlock an exclusive premium gift, just for listeners! Never miss a new episode, join our newsletter on revenueformula.substack.com