The AI pricing pivot: Why SaaS companies must transform their business models for the agentic AI era

The Fundamental Shift Agentic AI doesn't just augment human work—it replaces entire workflows. When an AI agent autonomously processes invoices, qualifies leads, or manages customer inquiries, the value created isn't tied to the number of users accessing the system. Traditional per-seat pricing fails to reflect either the costs incurred or the value delivered.

The Cost Reality Consumption-based costs in agentic AI are less predictable and often higher than traditional SaaS. Model inference costs, data processing volumes, and autonomous task execution create variable expenses that don't align with fixed per-user pricing structures.

Developed by Michael Mansard at Zuora, COMPASS provides software companies with a practical methodology to navigate AI pricing complexity:

Two core dimensions:

• Scope of work: What the AI agent autonomously completes (tasks, workflows, or decisions)
• Attributability: How clearly the value created can be measured and claimed

Three practical tools:

1. Value spectrum: Maps the range of value your AI agent creates
2. 3x3 matrix: Helps identify optimal pricing metrics based on scope and attributability
3. Pricing lever checklist: Ensures comprehensive consideration of all pricing factors

1. Fair pricing builds trust: Transparent, predictable pricing isn't just ethical—it's a competitive advantage that drives adoption and reduces churn.
2. Metrics matter more than ever: The right metric defines how customers perceive, measure, and experience value. Choose metrics that align with actual value delivery.
3. Continuous iteration is essential: Agentic AI pricing can't be static. Use telemetry and customer dialogue to refine your approach as usage patterns emerge.
4. Packaging must prioritize customer clarity: Design packages that clearly communicate value and encourage exploration of higher autonomy levels—not just internal upsell strategies.
5. Pricing leads go-to-market strategy: In the agentic AI era, pricing and packaging don't follow GTM strategy—they are the foundation of your GTM strategy.

✓ Why agentic AI fundamentally breaks traditional SaaS pricing models and what makes it different from generative AI
✓ The COMPASS Framework methodology for selecting optimal pricing metrics based on scope of work and value attributability
✓ Practical tools and templates including the Value Spectrum, 3x3 Matrix, and Pricing Lever Checklist
✓ Real-world considerations for balancing cost recovery, value-based pricing, and adoption incentives
✓ Packaging strategies that reflect autonomy levels, sophistication, and governance requirements
✓ How to iterate your pricing using telemetry and customer feedback as your AI capabilities evolve
✓ The partnership advantage of combining AWS infrastructure, Zuora billing flexibility, and Simon-Kucher pricing expertise

This whitepaper represents a unique collaboration between three industry leaders:

Amazon Web Services (AWS): Provides the scalable, secure infrastructure that enables software companies to build and deploy agentic AI solutions without infrastructure complexity.

Zuora Inc.: Delivers flexible billing and revenue management platforms that enable software companies to implement sophisticated, consumption-based pricing models.

Simon-Kucher & Partners: Brings deep pricing strategy expertise, helping software companies optimize their monetization approaches for maximum growth and customer value.

Together, these partners provide the complete ecosystem software companies need to successfully commercialize agentic AI solutions.

In the agentic AI era, fair and transparent pricing isn't just a commercial lever—it's the foundation of go-to-market strategy and sustainable growth. Software companies that get pricing right will build stronger customer relationships, drive faster adoption, and capture more value as AI transforms their industries. The question isn't whether to evolve your pricing model—it's how quickly you can adapt to stay competitive.

Download the whitepaper today to access the frameworks, tools, and insights you need to navigate the AI pricing pivot successfully.