S2E35: The Pricing Mistake 90% of AI Founders Make

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SaaS pricing has lived in a fantasy world.

For 20 years, software got to charge per seat, print margins, and ignore what the real economy has dealt with forever: variable cost, capacity, and brutal competition.

This week on Get Paid, Manny Medina brings on Dimi, a pricing strategist from Simon-Kucher, to drag AI pricing back to reality. Hotels, airlines, retail, transportation… industries where pricing is a weapon, not a spreadsheet.

They break down what SaaS leaders are missing as agents show up: your cost is now variable, your “seat” metric can actually decline, and cost-plus pricing is a trap that forces you into a race to be the cheapest.

Dimi explains why usage pricing often incentives the wrong behaviour, why per-minute pricing is fundamentally broken for voice agents, and why outcome pricing is the right north star but way harder than people admit. He also gets into the uncomfortable truth founders avoid: the best B2B revenue is already “personalised pricing” and we just call it discounting.

If you’re building agents, trying to protect margins, or figuring out what to charge when your product has real variable cost, this episode will change how you think.

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