Everyone's shipping agents. Almost nobody's figured out how to charge for them.
Per-seat pricing was built for a world where software made humans faster. It breaks the moment software starts doing the work itself — you can't sell a seat to something that isn't sitting in one.
This is a working notebook on what comes next: outcome-based pricing, usage models that actually track value, and the mechanics of building a pricing engine that doesn't fall over the first time a customer asks "wait, how much did that cost me?"
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Who's writing this
I lead group commercial strategy for agentic AI monetisation across 20+ software companies, as Group Commercial Director at The Access Group. I own the commercial strategy behind our agentic AI platform, working with MDs, GMs, and Commercial Leads Group-wide.
I stepped into the role after leading Commercial Strategy for Access Legal and Access Recruitment, where I introduced hybrid pricing and co-created the Group's AI monetisation framework — now on track for double-digit £m ARR growth.
Before that, a decade in commercial leadership at Virgin Media and Virgin Media O2: £30m+ in annual partner negotiation savings, £9m saved renegotiating an AI partnership, and a digital transformation programme that lifted sales 10%.
I build the pricing, packaging, and commercial frameworks that turn AI capability into revenue — and the teams that make it stick. Open to conversations with senior leaders tackling the same problem — get in touch below.