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Bessemer Venture Partners published a detailed framework for AI product pricing, and the most interesting part isn’t the framework itself – it’s the warning buried inside. A wave of 2026 renewals is approaching for companies that bought AI tools in adoption-at-all-costs mode, and products delivering soft ROI without measurable outcomes face a cliff. The playbook breaks AI pricing into three lanes: consumption, workflow, and outcome-based, with specific examples like Intercom’s Fin at $0.99 per resolved ticket and EvenUp charging per legal document. Margins sitting at 50-60% instead of SaaS-typical 80-90% make cost-plus pricing a trap. Several AI startups including Leena AI have already pivoted away from consumption models after watching customers hesitate on usage, a pattern that keeps repeating across the space.
