As 2025 comes to an end, the pattern of the past few years is clear. AI has accelerated the steady shift toward consumption-aligned pricing and moved pricing to the center of product and revenue strategy.
The shift is showing up across every tier of the market, including the largest enterprise platforms. Atlassian raised cloud prices by up to 10% in October, citing higher compute demands and new AI features. Microsoft announced it would end volume-based enterprise cloud discounts beginning November 1, bringing customers closer to list rates and raising costs for many large accounts.
Across the market, seat-based and flat-fee models continued to lose ground. Usage-based and hybrid structures gained traction as vendors linked price to activity like data processed, tokens used or application programming interface (API) calls made. The shift began before 2025, but adoption stepped up meaningfully this year as AI features scaled.
At L.E.K. Consulting, our B2B SaaS Pricing team spent the year analyzing how AI is reshaping packaging, forecasting, metrics and value capture. Here’s what we learned and what decision-makers should watch for in 2026.
The future role of AI in SaaS pricing
AI is reshaping how software companies deliver and price value. Rising compute and data costs have exposed the limits of flat or seat-based pricing, which often fail to reflect what it takes to serve each customer. Many vendors are testing usage-based models that tie price to metrics such as tokens processed, API calls made or automated outputs performed.
AI is also improving pricing decisions. New tools analyze customer behavior in real time and test elasticity across segments, helping teams adjust packages and price points quickly. Some software-as-a-service (SaaS) firms now use AI to refine their own pricing engines, turning internal data into tangible results.
Pricing is becoming more dynamic and data driven, better aligned with how customers use and value software.
Read the full article: The Future Role of Generative AI in SaaS Pricing
AI product packaging strategies
AI is forcing software companies to rethink how they bundle and sell products. Traditional feature tiers rarely work when AI capabilities span multiple functions or create different levels of value for each customer.
Many vendors are moving toward modular packaging, separating AI features from core functionality so customers can choose what they need. Others are adding usage-based add-ons or premium assist tiers that scale with adoption. The challenge is to price AI features in a way that reflects real customer value without creating confusion.
Read the full article: AI Product Packaging Strategies: Making Strategic Choices in the AI Era
How AI is redefining SaaS metrics and forecasting
AI is reshaping how SaaS companies track and predict performance. Usage-based and hybrid pricing have made revenue less predictable, forcing teams to rethink what healthy growth looks like.
Recurring revenue now fluctuates with consumption. Metrics like ARR and retention tell only part of the story, so finance teams are adding indicators such as revenue by cohort, net dollar expansion and usage trends in order to understand behavior more accurately.
AI tools are improving forecasting. They process usage data in real time, model seasonality and flag churn risk earlier, replacing static plans with rolling data-driven views of performance.
For investors, transparency now matters more than predictability. Companies that can clearly link usage to revenue are earning stronger market confidence.
Read the full article: How AI Is Redefining SaaS Metrics and Forecasting
How consumption-based pricing reshapes growth, profitability and value
The last installment in this series explores how consumption-based pricing is changing the economics of SaaS. By tying revenue directly to product use, these models reshape how companies grow and how investors assess value.
When customers pay for actual usage, adoption drives revenue in real time. That can accelerate growth, but it also increases variability. To gauge stability, finance teams now track metrics such as margin by cohort, payback period and the mix of committed versus uncommitted spend.
Investors reward companies that manage this variability well. Firms with clear visibility into usage, disciplined cost control and transparent reporting earn stronger valuation multiples than peers using static models.
Read the full article: How Consumption-Based Pricing Reshapes Growth, Profitability and Value
How AI will shape SaaS pricing in 2026
Over the past year, AI has reshaped how SaaS companies build, price and measure value. The shift from static to dynamic models is still underway, but its direction is clear.
Industry research points to 2026 as a year of stabilization. Pricing models are expected to consolidate around hybrid approaches that balance predictability and flexibility. As AI features become standard across products, many software firms will face new margin pressures, forcing tighter discipline in how features are priced and packaged. Emerging forecasts point to a shift from experimentation to proof, with buyers demanding clear evidence of value rather than novelty.
As 2026 approaches, companies that refine their usage-based and AI-driven pricing models will build more stable revenue systems tied directly to performance.
For investors and operators, the message is clear: Pricing is now a core part of product strategy, and those that treat it that way will lead the next phase of SaaS growth.
How L.E.K. can help
L.E.K. works with software and technology leaders to design pricing models that create measurable results. Our B2B SaaS Pricing team helps companies assess pricing architecture, evaluate new monetization models and use data to guide decisions on packaging, forecasting and value capture.
If your organization is introducing AI features, shifting to usage-based pricing or preparing for 2026 planning, reach out to our team to explore how L.E.K. can help.
L.E.K. Consulting is a registered trademark of L.E.K. Consulting LLC. All other products and brands mentioned in this document are properties of their respective owners. © 2025 L.E.K. Consulting LLC
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