AI Agents Demand Outcome-Based Pricing: The End of Seat-Based SaaS

Oct 4, 2026 · Topline
🎧 PodShort 29 min squeezed to 2 AI SprinklerAS Sales Tech
Episode artwork
Manny Medina
CEO at Paid
Sam Jacobs
Host at Topline
Topline
29 min squeezed to 2
Full episode from Topline
Quotable Moments

The world will be agentic, and there is no software that will not be agentic in five years.

Manny MedinaCEO at Paid
00:00

You need to get paid for it in a different way. So it's not just seats because the work is not seats, the work is work. The work is the effort, the work is the output, the work is the outcome.

Manny MedinaCEO at Paid
02:01

The world will be agentic, and there is no software that will not be agentic in five years.

Manny MedinaCEO at Paid
00:00
Key Insights
  • The future of software is 'agentic,' meaning AI agents will perform tasks autonomously, and companies need to adapt their pricing models accordingly.
  • Paid's platform addresses the challenge of monetizing AI agents by measuring and attributing the value of the work they perform, moving beyond traditional seat-based pricing.
  • The rapid evolution of AI agent capabilities, with leaps occurring every three months, necessitates a shift in how software companies track and price their offerings.
  • The core challenge for GTM in the agentic era is moving from selling 'seats' to selling 'outcomes' and understanding the value delivered by AI agents.
  • Traditional SaaS pricing models, especially those focused on usage and seats, are becoming obsolete as AI agents become more autonomous and perform work without direct human seat allocation.
  • The transition to agentic workflows will force software companies to find new ways to charge for value, shifting from subscription models to models that directly reflect the work done by AI agents.
  • Companies that initially focused on selling AI agents based on token usage are now shifting to selling agents that perform full tasks, requiring a new pricing paradigm.
  • The key to successful AI monetization lies in transparency, explaining to customers what value they are getting for the AI's work and ensuring that the pricing reflects that outcome.
Metrics Mentioned
  • AI agent capabilities are leaping every three months. (Manny Medina describes the rapid pace of AI development and its impact on GTM strategies.)
  • A company sells 100 seats in SaaS, but only 2 are heavily used. (Manny Medina uses this as an example of the limitations of seat-based pricing and the need for outcome-based models.)
  • Selling 100 seats in SaaS, but only 2 were heavily used. (Manny Medina's analogy for the shift away from seat-based pricing towards value-based pricing in the age of AI.)
  • AI agents perform work without direct human seat allocation. (Manny Medina discusses the changing nature of work enabled by AI.)
  • AI agents are becoming fully autonomous and performing tasks. (Manny Medina's perspective on the evolution of AI in business.)

RevBots.ai View:

  • AI Sprinkler stage companies must shift from seat-based to outcome-based pricing as AI agents evolve.
  • ARM stage companies will lead by integrating AI agents into workflows and monetizing their outputs.
  • SaaS Hoarder companies risk obsolescence if they cling to traditional subscription models.
  • Tab Hopper companies should prepare for agentic workflows by focusing on measurable outcomes.
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