Run the Numbers

Is ARR Dead? SaaS Metrics in the Age of AI with Kyle Poyar of Growth Unhinged

22 snips
Oct 24, 2024
Kyle Poyar, author of Growth Unhinged and expert in pricing and product-led growth, dives into the shifting world of SaaS metrics shaped by AI. He challenges the relevance of annual recurring revenue as we transition to outcome-based pricing. The discussion highlights the rise of success-based pricing and how AI acts as a co-pilot for improved sales strategies. Poyar also explains the distinction between recurring and reoccurring revenue models, emphasizing the need for new metrics to guide CFOs and adapt to the evolving landscape.
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INSIGHT

Outcome-Based Pricing

  • AI SaaS pricing models are shifting from access-based to outcome-based.
  • This allows vendors to capture more value and align pricing with customer success.
INSIGHT

AI Agents vs. Co-pilots

  • "AI agents" automate tasks, giving AI the "keys" to systems, unlike co-pilots that assist users.
  • Pricing focuses on actions performed by the agent, not access.
ANECDOTE

Chargeflow's Success-Based Pricing

  • Chargeflow uses successful chargeback automation as a basis for success-based pricing.
  • This works because the revenue is incremental and Chargeflow owns the entire process.
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