Staying Connected
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AI Pricing Is Changing the Software Deal. Are Enterprises Ready?

00:10:35
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AI is changing the commercial model inside enterprise software agreements. Seats and users are giving way to credits, tokens, agent actions and outcome-based pricing. The issue is not only what the AI capability costs but also understanding the pricing construct to know where financial exposure stops if adoption is slower—or much faster—than expected.

In this 10-minute episode of Staying Connected, Tony Mangino is joined by TC2's Julie Gardner to discuss how AI pricing is changing software negotiations and why customers need to evaluate commitments, usage models, pricing constructs and how to model demand before your next SaaS negotiation.

If you would like to learn more about our experience in this space, please visit our Strategic Sourcing webpage.

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