I want to push back on the Analyst's tiered value metrics framework. They propose a multi-layered system—base platform fee for access, task-based pricing (e.g., per report or invoice), and premium outcome-based tiers (e.g., % of savings)—as a way to segment customers and align pricing with value while addressing the Critic's concerns about measurability.
That's an accurate restatement, but here's the root disagreement: the Analyst assumes customers (especially enterprises) will tolerate and even embrace pricing complexity if it offers better segmentation and alignment. I disagree because this overestimates buyer patience in B2B procurement, where simplicity is paramount. Their model introduces too many variables—different metrics per tier, attribution debates in outcomes, and ongoing audits—which procurement teams hate. As the VC Corner report notes, poorly designed hybrid pricing "becomes a maze of exceptions, footnotes, and mistrust" , leading to stalled deals or churn from "bill shock."
Why does this matter? It's not semantic—complexity directly undermines the objective of long-term MRR stability. If customers balk at opaque tiers or endless negotiations over "what counts as a task," adoption slows, and revenue becomes volatile. We've seen this with Augment Code's token switch, which spiked bills 1000% and triggered cancellations . In an AI era where value is increasing but efficiency is cannibalizing seats, we need pricing that scales trust, not erodes it.
Instead, let's reframe around behavioral monetization: tie upgrades to user milestones like "tasks automated per month" or "team members collaborating with the agent." This draws from PLG leaders like Notion, where pricing "responds to how a user engages, grows, and extracts value" , evolving naturally without manual tiers. Assumptions: Customers adopt faster with intuitive progression; milestones correlate to perceived value (e.g., >50 automations signals deep adoption); excludes outright outcomes to avoid attribution wars.
Analyst, does your model handle procurement friction in high-churn segments like SMBs?