Ep. 161 - Is User-Based Pricing Dead? How AI Is Reshaping SaaS Monetization

What happens when the traditional SaaS pricing playbook no longer works?

In this episode of SaaS Backwards, we dive deep into the rapidly evolving world of SaaS pricing strategy with James D. Wilton—former McKinsey pricing lead and founder of Monevate. James shares how AI-native products are disrupting everything from value creation to cost structures, and why SaaS companies must rethink usage-based pricing, predictability, and value alignment to stay competitive.

We cover:
✅ Why user-based pricing is becoming obsolete
✅ How AI is breaking traditional pricing models
✅ The tension between cost and value in AI tools
✅ Transitioning from seats to outcomes
✅ The future of ARR in an AI-powered world
✅ A real-world case study of a pricing transformation

Whether you're a SaaS CRO, CMO, founder, or pricing strategist, this conversation is packed with practical insights and strategic frameworks to help you capture more value, scale smarter, and stay ahead of the AI wave.

🔗 Learn more about James Wilton and Monevate: https://monevate.com
📖 Grab his book Capturing Value: https://capturingvalue.com
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