Report · long read

The state of B2B monetization in 2026

Kyle Poyar · Growth Unhinged Free Advanced

Survey data from 230 B2B software and AI companies, so you can see what your peers are actually charging rather than what conference talks claim. Notable findings: hybrid pricing is now dominant and AI products carry thinner margins than classic SaaS.

  • 37 percent of B2B companies now run hybrid pricing, up from 25 percent a year earlier.
  • The median target margin on AI features is about 50 percent, not the 70 to 80 percent of classic SaaS.
  • 29 percent use AI credits today and another 33 percent plan to add them within 6 to 12 months.
  • 70 percent say AI spend comes out of the customer's existing software budget, not new money.
Open on growthunhinged.com ↗

It answers 2 questions

  1. How do the best companies raise prices without losing customers?
  2. AI is breaking per-seat pricing. What are the best companies charging for now?

Read with it

  1. Shows how average contract value really grows as a company scales from seed to IPO, and makes the case that most of the gain... Growth Unhinged Newsletter · short read How to have 'the talk' with your customers Kyle Poyar
  2. Takes the three models most companies use (flat fee, feature tiers, per seat), names how each one fails, and gives specific... Growth Unhinged Newsletter · short read Your pricing is (probably) broken: Here's how to fix it Kyle Poyar
  3. The clearest statement of why per-seat pricing breaks when software does the work, with the support agent example (115 dollars... Andreessen Horowitz Newsletter · short read AI Is Driving A Shift Towards Outcome-Based Pricing Ivan Makarov, James da Costa and Bobby Pinero
  4. Explains the platform fee plus included usage plus overage structure that most AI-era companies are converging on, with Twilio... Chargebee Article · 9 min read The Great Middling: Hybrid Pricing Model and its Growing SaaS Relevance Harikrishna
  5. The operational side of a price change: tiered rollouts, grandfathered rates, what to communicate and when, plus data showing... Chargebee Article · long read Navigating Monetization Strategies: How to Iterate Pricing While Keeping Your Customers Happy Kim Courvoisier
  6. Tracks adoption of usage-based pricing from 45 percent to 63 percent of SaaS companies and, more usefully, flags data mediation... Chargebee Article · 6 min read Usage-based Pricing: Growth and Adoption in a Changing Landscape Arijit Bose
eChai Partner Brands The partnership →