Should SaaS switch to usage-based pricing?

Short answer: Partly, and carefully. Maja Voje says AI pricing should be hybrid, with a usage component. Kyle Poyar warns that usage-based pricing brings headaches with forecasting, predictability and sales comp, so fix the pricing you have before you pivot, and Mutiny lost a 6-figure deal because the buyer's CEO was strongly opposed to variable AI spend.

What the experts say

AI pricing should include a usage component

Maja Voje (GTM Strategist) · Nov 7, 2026
After a week mentoring 9 AI-native teams with JetBrains, Maja's advice is blunt: "Stop pricing your solutions like it's 2015." AI pricing should be hybrid, with usage built in.
→ Read Maja's post

Variable AI costs lost Mutiny a 6-figure deal

Jaleh Rezaei (Mutiny) · Nov 5, 2026
Every user wanted Mutiny after a successful 3-month pilot, but the buyer's CEO was strongly opposed to variable AI spend, and the VP didn't want the personal risk. Pavilion's Sam Jacobs suggests giving buyers control, like usage alerts and throttles, and Mutiny is considering guarantees that cap the buyer's risk.
→ Read Jaleh's post

Fix your current pricing before you pivot

Kyle Poyar (Growth Unhinged) · Oct 20, 2026
After advising 20+ Series A–D founders on pricing in 9 months, Kyle says usage- and outcome-based pricing has become trendy, but "the grass isn't always greener": it causes headaches with forecasting, predictability and sales comp. Smaller changes to the pricing you have can go a long way.
→ Read Kyle's post

SaaS Marketing Experts collates expert opinions from around the web. We have no affiliation with any of the experts cited here. If you're one of them, ask us to correct or remove your take.