outcome pricing

AI changes pricing because each use costs money and value per use varies. The interviewer wants the trade-offs of each model, matched to the product, and a hybrid that protects margin.

The innovator's dilemma in SaaS form. If you don't ship the AI, competitors will; if you do, per-seat revenue shrinks. The interviewer wants a pricing and product transition that grows revenue with the work done.

The cheap option per conversation is the expensive one per customer, until you read how the vendor defines 'resolved'. Two calculations, and the second one is where the offer is decided.

When the metric is the invoice, every edge case becomes a billing dispute. Principal-level answers design a definition customers can audit and a price that survives the worst month.