Enterprise AI Pricing: Why Everything You Know Is Wrong

YouTube · Watch/Read · (gathered 2026-10-29)

• Enterprise AI pricing models (per seat, per token) are misaligned because AI represents a new economic input (“intelligence”) that requires a shift from traditional product thinking to valuing outcomes and how humans manage this intelligence.
• The real value of AI is unlocked by individuals becoming “managers of intelligence,” learning to apply AI to create economic value, as illustrated by the Cedar/Cora example where the outcome (a paid bill) is the true measure of success, not token usage.
• Companies with varying “AI fluency” will require different commercial arrangements; highly fluent companies (e.g., Shopify, Block) can leverage traditional usage models, while less fluent ones may benefit from “forward-deployed engineering” or “outcome pricing” partnerships where suppliers help embed and ensure value realization.
• Individuals have a significant opportunity to become indispensable “managers of intelligence” within their organizations, driving ROI and increasing their impact, especially in companies that are still figuring out how to effectively harness AI.