For a lot of buyers, a bill they can forecast beats a smaller one they have to keep worrying about.
Big paradox in tech: every company tries to solve how to switch to usage or outcome based (because of AI), while customers are more and more anxious about variable costs (because of AI)...
A customer put it like this:
"I don't want the $800 + variable. Give me the $1500, period."
A customer said this to one of the founders I work with - choosing the more expensive fixed-price plan over a cheaper, usage-based competitor. Nobody pushed him to the highest price point.
You spend so much energy trying to lower the price. But maybe what your customer really wants is predictability.
For a lot of buyers, a bill they can forecast beats a smaller one they have to keep worrying about. That's also something to take into consideration while making your pricing "AI-native".
