What 230 Software Companies Say About Pricing in 2026

A 2026 survey of 230 B2B software and AI companies found that hybrid pricing, AI credits, and outcome-based models are expected to expand significantly, while flat-fee and per-seat pricing declines. Hybrid models depend on enforceable usage caps to prevent unprofitable consumption, while AI products’ median target gross margin of roughly 50%—far below traditional SaaS margins—makes per-customer cost attribution and controls especially important. Credits are increasingly common but require transparent balances, predictable consumption, customer-configurable limits, and stable value definitions to avoid confusing buyers or retroactive repricing. Outcome-based pricing can strengthen customer value propositions but shifts the cost of failed or inefficient attempts to vendors, increasing the need for per-request cost management. Across these models, the central requirement is that entitlements, balances, limits, and cost decisions operate in real time during service delivery rather than only through post-use invoicing systems.

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