Pricing AI agents: What does ‘value-based pricing’ really mean for AI?

As builders of AI agents, getting the pricing strategy right is crucial to adoption and success. Value-based pricing, pioneered by Intercom, aims to align pricing with value, but research shows that most buyers don't want to pay based on usage. Instead, they prefer metrics like resolutions, which measure the outcome of a conversation. However, even resolutions has its limitations, such as predictability concerns. Ultimately, price remains the top consideration for buyers, and trust in the agent and pricing model is essential. Builders should focus on creating value-aligned pricing that earns trust and provides long-term partnership, rather than just pursuing the latest metric or trend.

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