Transcript

[00:00:00] Ben Murray: All right, the recording’s going. Letting a few more folks in. Well, greetings. Happy Thursday, guys. We’ll get going here. Everybody’s rolling in. I’ll watch the waiting room. But seats, usage or, I underlined or, outcomes, because it doesn’t mean it’s usage and outcomes or seats and outcomes. A lot of different pricing models emerging today.
[00:00:20] So, let me look at the waiting room here. I’m gonna get some more folks in here. So reviewed 107 pricing pages across 30 verticals, so we’re gonna see. So this is data-based, not what social media is saying, so we’ve got some hard data just to see where pricing is trending with AI in 2026. So with that, would like to just have a quick shout-out to Maxio for sponsoring my AI educational webinar series, so I appreciate it.
[00:00:48] A lot of time was spent in putting this together, and I’ve got a link in the chat, so check them out, because this is a perfect pairing with pricing, [00:01:00] billing, usage, and then actually getting that invoice out the door. So many thanks to Maxio for sponsoring this billing and monetization for B2B SaaS finance teams.
[00:01:09] So they’ve been a good partner so far with my AI educational series. So that link’s in the chat. Check them out if you’re looking for a billing solution. So with that, let’s get rolling. And also before we get going, I noticed there were a lot of CFOs signing up for this webinar, and I’ve got a private community going.
[00:01:26] We’ve got about 600-plus members. There’s a QR code on the screen. You can scan that with your phone and apply to the community, or there is a link that you can see, bit.ly/techcfocommunity. I’ll show this slide again at the end, but I just noticed there were tons of CFOs signing up for this webinar today.
[00:01:45] So if you’re head of finance at a tech community or SaaS CFO, tech CFO, please join us and the 600 members. So again, I’ll show this slide at the end in case you missed it. Let me admit some more folks here. So today, what we’ll cover, always a [00:02:00] lot to cover here. So first, how is software pricing changing?
[00:02:07] The arc from perpetual licenses to seats to outcomes and why AI may break the seat model. We hear that in social media. How AI is really being priced today. So again, this is data-based across the 107 pricing pages and 30-plus software verticals. And the outcome pricing reality check. What does good look like?
[00:02:27] And it takes a lot of work to put a good outcome-priced pricing plan together. And then four, five questions before you sign. If you are being offered an outcome-based pricing plan, what are those key considerations? And then finally, where is the market heading? So part one, how is software pricing changing today?
[00:02:50] So I don’t know if anyone in the audience, if you were working back in software in the ’90s, not to date you, but just to show your experience here. I got started in [00:03:00] software in, I think about 2004. Definitely back, of course there was still those perpetual days in the 2000s, and then transitioned.
[00:03:08] I remember my first assignment to create, change it from perpetual to ASP back in the day. But we went from perpetual to per seat, then to usage and consumption, so pay for what you run. And then the AI era over the last couple of years, outcomes and hybrid, so pay for your results or maybe a blend.
[00:03:28] We’ll see which pricing model is leading the pack right now. So why does per seat logic break in the AI era? And we’ve seen all these posts and news posts about legacy SaaS is dead. If you’re offering per seat pricing, that’s dead. And we’ll see. We’ll see where that’s shaping up.
[00:03:48] But there are different… And I’ll go back to this one slide here. Let me admit some more folks here. But each era we had a different value prop, right? In the [00:04:00] ’90s, it was about owning it, owning the software. We get some value out of that. In say, the 2000s, I think Salesforce started in 1999.
[00:04:09] Then it went to per seat. So someone sat a computer, that per seat license, that created value based on the person using it. Then it was more rate times volume. Okay, it did something. I consumed something, and supposedly value is being created from that. And then finally, of course, the AI era today.
[00:04:30] So back in the day, a seat priced human effort. Software was sold by the login because that mapped to a person doing work, so a person equals value. And we know that’s breaking today if agentic AI is doing the work. And then AI does the work. Yeah, not the user. And then fewer seats can mean more value.
[00:04:51] So now if an agent can do the work of 10 people, right, is that breaking that seat model? So that’s that argument for [00:05:00] seat pricing logic breaking, but we’ll see how that’s playing out in 107 pricing pages. So the market is mid-experiment, I’d say. This is changing fast. We saw when Agentforce came out and said, “Hey, this is outcome-based.”
[00:05:17] I don’t think it was truly outcome-based. But then I analyzed over 100 SEC filings, 10-Q filings, press release filings to see are people really doing outcome-based pricing, and I could only find about one out of, say, 100 public SaaS companies that actually offered outcome. But now we’re seeing it in the news with GitHub, Anthropic, others, that the pricing is changing fast.
[00:05:42] And Iconiq puts out some great reports that 37% of AI companies plan to change their pricing model within the next 12 months, and we know pricing always iterates. It’s a never-ending process. And then 2% to 18% outcome-based pricing share of deals in a single year. So we’re [00:06:00] seeing some movement, but we’re still in definitely the shakeout era of AI pricing.
[00:06:06] And what my research found is right now only one in eight are offering true outcome-based pricing, and we’ll see what those other models are. If they’re not offering outcome-based pricing, what exactly are they offering? So outcome pricing moving fast. It’s gone from a rounding error to a minority, but not the default.
[00:06:28] Definitely not the default despite what you read out there. So how is AI actually being priced? And let me check the chat here. Yeah. So post any comments, questions in the chat or interact with other participants here. Let me let some more folks in here.
[00:06:48] But the dataset, so 107 pricing pages and definitely burned a lot of tokens with this. 30-plus verticals. It’ll really be interesting to see which verticals actually offer outcome [00:07:00] pricing more than other software verticals. And there are six mechanics that fell out after analyzing all these pricing pages, these six attributes that should be considered with pricing, and all these were 100% sourced to the public page or someone who actually did the analysis on this.
[00:07:20] So, let’s dive into this. So this, and again, at the end of this, I’ll tell you how you can get these slides, plus a lot of cheat sheets in my research report, but this is how things are shaking out right now after reviewing those 107 pricing pages. Let me do this quick. So one, of course, pure outcome, that’s where we’re talking about.
[00:07:40] Two, a hybrid, which is interesting, and I had a lot of conversations even before AI with SaaS founders who are offering usage-based pricing and were… It was losing that appeal, because we learned in the pandemic if you’re offering pure usage with no floor, that can go to zero pretty fast [00:08:00] depending on the product that you’re offering.
[00:08:03] Third, usage meter or usage basically per raw unit, right? That rate times volume, whether it’s minutes, tokens, or sessions. And then credit and consumption. Buy a pool of credits, burn down that credit pool. Then per unit of work, per task completed, per invoice, per case, per interview, and it’s really interesting on a Salesforce earnings call where they define like the agentic work unit, and that’s gonna be different for every single company, but that per unit of work, and that’s again gonna vary based on the work that you’re doing for your customers.
[00:08:36] And then, of course, the old good per seat pricing that we still see today. And I interview a lot of SaaS and AI founders for my podcast and always talk about pricing. And for those AI native founders, a lot of them just say subscription. They’re just starting out simple. They’re like, “I wanna make a pricing plan that’s easy for my customer to understand.”
[00:08:56] So definitely you still see per seat [00:09:00] subscription pricing for AI native products. And Paul asked, “Is that per unit work on Salesforce or pre-built agent?” And that really depends. They said, “Hey, you got to define your agentic work unit.” That doesn’t mean one token. That could mean a million tokens doing some measurement of work.
[00:09:20] So six ways through these 107 pricing pages that we’re seeing AI priced today. So now this is interesting. So again, we saw one in eight are pure outcome, but no category tops 28%. So that’s why I said we’re mid-experiment here. But what’s leading the pack? Hybrid. No surprise after you’ve seen all those pricing announcements, pricing changes from GitHub, from Anthropic, that were offering subscription AI and maybe losing a lot of margin on those, that they shifted more to a platform or a floor plus [00:10:00] usage.
[00:10:00] Then we’ve got pure usage, rate times volume. We’ve got credit and consumption, pure outcome per seat, and then per unit of work. So this is the breakdown of those pages. And again, I don’t know if there are any surprises here, but really we can… We’ve seen a lot of these companies that came out AI native that were offering subscription-based plans, but it was a token-based product, and probably realized, looking at their SaaS P&L margins by revenue stream, boy, we’re not making a lot of margin on these, or maybe we’re actually losing margin on our heavy users.
[00:10:34] So a lot of that hybrid shift. But one in eight in outcome, but again, I think the big fact here, no category tops 28%, so a lot of different ways to price your product right now. And Valerie, yep, I’ll show you at the end how we can get these slides plus a couple cheat sheets, plus a 15-page research report on the 107 pricing pages. So [00:11:00] who actually bears the risk here?
[00:11:01] That’s really interesting with outcome-based pricing. If the company says that the outcome was achieved, well, what happens in the case of failure, or what about a dispute? So in this case, in reviewing these pricing pages, again, this is where if you go to outcome-based pricing pages, they may have the one page, but there could be a whole other terms and conditions on that that you’ve got to read or maybe have AI read to really see how they’re gonna charge you for that outcome.
[00:11:33] So out of these pricing pages, 45%, the buyer pays regardless of the results. And again, this is across that spectrum, where it could be outcome-based or not, but still almost half is just, yeah, you’re gonna pay, doesn’t matter. And then 34% shared, and buyer and vendor split the risk. And what I mean by this is that this is more of that rate volume, that they’re gonna charge you because the software did something, it [00:12:00] created a report, it completed some sort of work unit, and you’re gonna get charged whether you think it happened or not.
[00:12:13] And then 12%, the vendor absorbs it. We’ll talk about the good pricing mechanics for outcome-based pricing, but 12% where, yeah, if that outcome didn’t happen or it’s disputed, we’re not gonna charge for it. And then hedged, right? Where we’ve got a platform floor plus variable upside. So really just like outcome-based pricing, still emerging, but still only 12% of those pricing pages are gonna let the company’s going to absorb the risk, rather than you. So seats did not die, they became the floor.
[00:12:56] And this is really interesting, AI products [00:13:00] still build purely seat-based, including tools such as autonomous agents. So you’re seeing a lot of these Harvey, Gong, Fathom, others marketed as AI agents, but still have some per user per month floor and maybe some outcome and usage on top of that. So that’s why we’re seeing that hybrid model emerge, whether it’s just a platform fee or you have to at least spend five seats, right?
[00:13:23] You see that in some of the Anthropic stuff and Claude, with those team and enterprise plans that include so many seats, plus if you go over. And I think this is really interesting, 39% of vendors keep a fixed platform or seat fee. So that has not gone away, and I’ve had a lot of conversations with SaaS founders in the past, even before AI, where they’re just tired of that pure usage model because it can…
[00:13:47] It just fluctuates so much. So it was always nice, I thought as a CFO, I always recommended saying, “We need some floor,” right? We need some subscription in there, and then that can absorb some of the shock of usage going up [00:14:00] and down. But 39% of vendors keeping the platform or seat fee, again, minimum five seats plus usage, not going with just pure usage.
[00:14:10] So this may be different from that pure seat model of, “Hey, I buy one seat, I buy two seats.” Now we’re seeing those packs which become a platform floor and then usage on top. Now, this is a bit of an eye chart, but this is by vertical. And the one thing that does stand out here is that customer support and contact centers, and this is this dark orange here, they led the pack with pure outcome-based pricing.
[00:14:42] Which makes sense because it’s probably easier to find a ticket resolved than other types of agentic work units. So contact, support and customer centers, let me let one more person in, [00:15:00] led the way with outcome-based pricing. And you can see the rest are a bit of a mix.
[00:15:05] Now, one thing that stands out, right, developer tools, a bit of a hybrid, no surprise, usage-based. I use Replit, get those usage charges all the time. And then what else? Healthcare, still this dark gray on seat-based, legal, seat-based. But again, 7 to 14, half of all pure outcome vendors sell customer support software, and in that vertical, that’s more than double the market rate.
[00:15:30] So that’s the one that led the pack there. Some other stats here. And I’ll have this as a download, too, in that research report, so you can see by vertical, and depending on where you stand with your software in these verticals, just to get an idea. But it’s still, right, we’re still…
[00:15:48] Pricing is shifting pretty fast here. So outcome pricing examined. So what does it look like when it’s done right? And I have a blog post on this about creating a good [00:16:00] outcome-based pricing plan. But a couple things to keep in mind if you are shifting that way or thinking about that or have an outcome-based pricing plan, Aloware’s AI-driven phone system, and they publish their actual pricing formula.
[00:16:11] It’s very transparent, so you can see actually what you’re getting into. And every outcome has a timestamp, a transcript, a 30-day dispute window, which is a big deal. And Lorikeet AI customer support hands the buyer a veto, so if you’re unhappy with how a ticket was resolved, you don’t pay for it, right?
[00:16:31] So we’ve got transparent pricing, we’ve got veto power, and then finance ops, so AI agentic collections charging 1.5% of collections recovered. And if they don’t pay, you’re not gonna get charged for that. And then Intercom or Fin, launched, they have some good pricing pages out there, 99 cents per resolution, all their stuff.
[00:16:54] Now, you have to read a lot of the fine print there, but couple examples of [00:17:00] just good pricing pages that are very transparent, one on the formulas, two on the veto power, and really three on that dispute window. Or for customer support software, what if that customer comes back three days later and asks that same question because they weren’t happy on that first ticket?
[00:17:17] Will you get charged again for that, or is that a freebie because they’re now coming back because they didn’t get their initial ticket resolved? So a lot of considerations with outcome-based pricing. Now, you have a few AI-native leaders arguing against outcomes, and this could be in their blog posts, mainly in blog posts, where Ada CX, the model punishes success.
[00:17:41] So they say there’s an incentive flaw, right? What if the outcomes keep growing and growing, and you’re gonna pay beyond what you would for normal enterprise software? And that’s a lot of conversations I have still with CFOs, is if they’re targeting mid-market enterprise companies, a lot of CFOs are like, “Hey, just give me a [00:18:00] subscription.
[00:18:00] I just need this to be predictable. Make it fair for you, fair for us.” But usage or outcomes then turn into these big enterprise subscription agreements. Yeah, Barbara, that is a lot of customer support required. Decagon steers buyers to per conversations. So the definition flaw. They offer outcome-based pricing, but say the vast majority of customers choose per conversation to avoid unpredictable invoices and renegotiations.
[00:18:27] So this is a case where they’re offering both, right? You can do our outcome-based pricing if you like that, or just go with that rate times volume. And then Bland AI calls it a worse deal of volume. The arithmetic flaw or the math flaw here argues outcome-based pricing runs $8 to $25 per successful interaction, often higher than its own 11 to 14 cent per minute rate.
[00:18:54] So a couple where it’s like, hey, you’re probably better off [00:19:00] just using a rate volume or usage-based pricing for the value that you’re getting. Now billing, right? This is also a big deal. How are you getting billing? And for the CFOs, controllers out there, all right, if we’re offering outcome-based or agentic work units and priced that way, do we have all that billing infrastructure in place where the sales team says, “Hey, you’re gonna get billed per meeting booked”?
[00:19:24] But then we get this weird volume-based bill that has no relation to how they said the outcome-based was going to be set up. So this is where now the CFOs, controllers have to figure out all that billing infrastructure and all that data you need to put on the invoice, because just think of how messy that can get if you don’t have that transparency on how they’re getting billed, especially if that bill went up that following month, right?
[00:19:52] We don’t like that variability. So a lot of billing infrastructure going into place for outcome-based pricing. [00:20:00] Let me check the time here, guys. Yeah, doing pretty good. All right, five questions before you sign outcome-based pricing. Well, what counts as a billable outcome? And again, I’m gonna have some great cheat sheets and research reports at the end here.
[00:20:14] I’ll show you how you can get those. But we have to be very clear on that outcome definition. And then who decides the outcome, and is there a conflict? If the vendor decides that the outcome occurred, right? Or do we have some veto power there? Let me check the comments here.
[00:20:37] Yeah, you have to build that support cost into your pricing structure, yep. And then three, what happens when it’s wrong? How fast is that remedy? And then four, is there a reopen window that prevents double billing? So you see that a lot with especially support resolution.
[00:20:53] There’s a 72-hour window where if they come back in again, right, you’re not gonna get billed twice. And then what is that [00:21:00] pilot to production path and minimum volume? You see a lot of these where you have this pilot set up, you’re not getting charged. They wanna make sure it’s working, it’s set up for you, and then before they start billing you.
[00:21:14] So some have these pilot paths, just to prove things out, test how those outcomes are being achieved, then start the billing. So the protections that separate real from marketed, right? Marketing outcome based pricing versus actual outcome based pricing. Failed outcomes get billed at zero, right?
[00:21:36] What are the escalations? How do we handle that? A dispute window with a credit back, that’s another one. And then buyer veto on that determination, right? What if you have a dispute? And then that reopen ticket. So a couple things that show that they’re protecting the customer here, [00:22:00] versus just wanting to really charge a rate times volume. Yeah, and Manish, yep, I’ll be sharing these slides.
[00:22:05] So a lot of data information packed in these, and I’ll have actually a research report to share here too. So if you’re… So a lot of CFOs on this call, a lot of founders, also a lot of go-to-market product folks. So if you’re building AI pricing or outcome-based pricing, right? I won’t read all this, and I also have a blog post at thesaascfo.com on this.
[00:22:25] But what, right, is that unit of value? Do we have a floor? What about the risk? The outcome definition. A lot of things that must be considered if we’re going to outcome-based pricing. But we saw from the slide, really hybrid is still leading the pack with platform plus usage, because not every software is meant for agentic or meant for outcome, at least in my opinion.
[00:22:48] Yeah, and Paul asked, “I wonder how troublesome these pricing structures would be during audit cycle?” Yeah. That’s why, like, when you go to these outcome-based pricing plan pages, there’s the pricing page, and then [00:23:00] you click the link to, yeah, sometimes their support section that go… It’s like pages and pages of definitions on how their outcome-based pricing works.
[00:23:11] So a lot of considerations, and I’ll actually have a cheat sheet here, so you can download this.
[00:23:22] So where is the market going? Right now according to Iconiq, 21% median ARR growth for hybrid pricing models, the highest in any category. So no pure outcome, not pure seats, so we’ve kinda got a mix. And the market has not converged. Mentioned that in the beginning.
[00:23:40] We’re in an experimental phase with 37% planning to reprice within a year according to Iconiq. And right now, I underline this, the safe structural bet is a well-designed hybrid. So we see that’s leading the pack right now, is that platform plus usage. Manish says, “If a [00:24:00] company can get away with usage-based pricing, it will…”
[00:24:05] Yeah. How do customers take repricing? Yeah, Parma. Yeah, repricing, I don’t know. That’s gonna be a tough one, right? Unless the pricing plan was just not well thought out and it’s just a disaster. Yeah, that’s gonna be a hard conversation going back to the customer if you’re trying to do it inter-contract.
[00:24:24] Now, I assume a lot of these are waiting till that renewal cycle, right, to change that pricing plan. Those… So three lenses, one framework, right? If you’re a CFO, right, we can’t take outcome-based at face value, right? We’ve gotta read all the terms and definitions. If you’re building pricing, right, treat this as a spectrum, right?
[00:24:43] We have six choices here that have come up through these 107 pricing pages, to think about how we want to price. Yeah, and Jim says there are product requirement considerations, telemetry that allows you to be… Yeah, exactly. [00:25:00] Right? You have to have that all built in your app so you have all that data to send over to finance, to bill correctly.
[00:25:06] And then if you sell against outcomes, your ante mission is not outcomes are bad, right? But we have to have that as well-defined. We’ve gotta have those periods of measurement, veto power, et cetera, so the customer’s not pushing back on the invoice when they get it. So couple call to actions here.
[00:25:25] Again, I covered… Is usage-based very similar to outcome-based? Well, Rushi, I would say usage-based, I think of that as rate times volume. Something happens, we charge a rate, you get your usage charge. Outcome is rate times volume, but the volume piece, when that kicks in, something has to happen, right?
[00:25:44] That defined thing must happen, right? So that’s why we’ve seen the slow move to outcome because really it was just rate times volume instead of something being achieved. So couple call to actions here, guys, so you can get [00:26:00] these frameworks, the assets, et cetera. Covered a lot of information today. Yeah, and Patrick, how are companies providing guidance forecast for CARR?
[00:26:10] Meaning are AI comps building a contribution to ARR from future successful outcomes? Yeah, interesting, right? CARR contracted and recurring revenue, which gets a little bit ambiguous with usage-based and outcome-based. So I think we’ve gotta see trends, and yeah, I think, Patrick, that’s a whole other conversation on ARR definitions and on CARR.
[00:26:36] But yeah, that’s a great question. So covered a lot of information today, guys. Appreciate the time, but not over yet here. Again, for the tech CFOs out there, I’ll put up that slide again. But thanks for attending. One thing you’ll get in email, and a way to access this, you’ll get the full deck from today.
[00:26:55] You’ll get a vendor pricing scorecard if you are [00:27:00] evaluating outcome-based pricing, a pricing framework checklist. Let’s see, Barbara, no matter how the pricing is, the SaaS will have to demonstrate success rates. Yeah, exactly. A pricing framework checklist and a 14-page research report on the full findings, and you’ll have 72 hours to download that.
[00:27:18] And the email will go out, so you can grab all these resources as a thanks for attending live today. All right, next. For the tech CFOs, SaaS CFOs out there, I’ve got a private community. We’ve got 600-plus in there in a Slack community, peers helping peers. So again, here’s the slide. Scan the QR code or go to bit.ly/techcfocommunity if you’d like to join us.
[00:27:45] And again, this is peers helping peers. We have AI meetups, different things, so a great place to get help from your peers on tech, on audit, on vendors, on whatever it might be. A lot of good stuff going on in there. So make sure you scan this QR code and go to [00:28:00] bit.ly/techcfocommunity. And then also, my next webinar is coming up, I believe next week.
[00:28:08] So let me actually just escape a little bit here. Let me grab some links here. I’m gonna throw these in the chat. My next webinar is coming up with Cloud Capital. We’re gonna talk about cloud infrastructure costs, so that will be a big one for CFOs and controllers. So that link is in the chat. So catch us next, gosh, next Thursday already, talking about cloud infrastructure spend and how you can manage that, right?
[00:28:34] That’s growing, growing on the SaaS P&L. And then finally, a couple more things here. Just mentioning this quickly, I’ve got a SaaS metric sprint for all those CFOs, founders out there. So if you would like to improve your metrics, data foundation, make it AI ready, this live cohort begins October 6th. I’ve had 1,000-plus people in my previous live cohorts, so if you want some hands-on guidance on getting your data metrics ready, especially AI [00:29:00] ready, I’m having AI write my board reports right now, and it’s pretty fascinating.
[00:29:04] But that’s coming up October 6th. And then also one last thing, if you can… Let me see. Where is the… Oh, yeah. If you can, if you did find some value in today’s webinar, I’m gonna put this in the chat too again, just go to this LinkedIn post and just hit like. I would appreciate that. Just show if there was some value in today’s content and slides, I would love that, just to share the word out there.
[00:29:33] And then, let’s see.
[00:29:39] Final slide here, and I know I don’t have it maximized, but right, price for the value, not for the login, right? That’s why that seat-based argument, we see that dying a bit. If there’s different work going into that, right? A seat equaled someone doing something. Now that means different things in the agentic [00:30:00] AI world.
[00:30:01] So what’s gonna happen next is… Let’s see. Let me go back here. Yes. So I’ll have an email going out in a couple hours. We’ll have the replay. We’ll have the full deck, the vendor pricing scorecard, the pricing framework checklist, the research report, all that great stuff, so you can dig into this, share it with your team.
[00:30:24] And then stay tuned for future webinars, and then join me for next week’s webinar. But I’ll hang out here. Yeah, if there are any… Yeah, Valerie, fantastic, insightful, great session. Yeah, I know, guys, always cover a lot of information here, but any questions, comments, throw it in the chat. And if you wanna reach out to me, I’m at ben@thesaascfo.com, which I think is in the last slide.
[00:30:45] So yeah, always fun going through the database stuff here to see what’s actually happening. And it kinda lines up with… Oh, the QR code, Barbara, for the tech community. Guys, yeah, let me go [00:31:00] back here. So scan this QR code. There are a lot of CFOs signing up today. So if you’d like to join us, just apply there.
[00:31:05] It’s a great community, peers helping peers. Yeah. Oh, yeah. Hey, John. Yep. Yeah, the replay will go out, plus the slides, plus… Here, let me go back here, all this good stuff. Yeah, so again, guys, 34 minutes, covered a ton. Any connections to investors? Well, just reach out to me. Hey, Stacy. And yeah, next week, talking cloud infrastructure, AI spend.
[00:31:35] So again, let me put that in the show notes. Or show notes, I’m thinking podcast here. Yeah, let me put this in here. And again, appreciate Maxio for sponsoring this. So if you are struggling with outcome-based billing, usage billing, consumption billing, be sure to check those guys out too. So yeah, guys, any last [00:32:00] questions, comments, or anything else that you guys would like to see, just throw that in the chat.
[00:32:07] But let me go back here for those who are just kinda attending late here. I think this was, out of this data set, the really interesting one. Hybrid leads the pack right now. Usage, consumption, outcome per seat, then per unit of work. Which again, per unit of work is a company-defined thing that you’re doing on behalf of your customer.
[00:32:31] All right, guys. Well, that’s it for today. Covered a lot of stuff, but make sure you check your email to see how you can… I’ll get all the stuff loaded to my No Fluff course series. That’s where I load all the stuff. So again, if you’re thinking about your pricing mechanics, where things should go, if people are pushing towards outcome-based pricing, well, yeah, we’re not quite there yet. Yeah, Muthu.
[00:32:58] Yeah, definitely we’ll keep this [00:33:00] updated, and do another one maybe at, yeah, next year or early next year. So all right, guys, well, with that, we’re 36 minutes in. Yeah. If anything comes up, email me at ben@thesaascfo.com, and then check your email for the assets. And we’ll see you on hopefully next week’s webinar.
[00:33:23] And let me put that again, guys. If you do wanna talk cloud infrastructure spend, let me put that in the chat one more time. Join us next Thursday. All right, guys, with that, we’re gonna sign off here. And yeah, thanks for joining today. See you guys.