{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"The Growth Wizards Podcast","title":"Stefan Kontschinsky, Product Management Director at Ping Identity ","html":"<iframe width=\"100%\" height=\"180\" frameborder=\"no\" scrolling=\"no\" seamless src=\"https://share.transistor.fm/e/6eb1474f\"></iframe>","width":"100%","height":180,"duration":1414,"description":"Pricing AI Without the Guesswork: Outcome-Based Models, Credits, and CFO PredictabilitySummaryIf pricing AI is breaking your forecast, this episode shows you how to regain control. Ping Identity’s Product Management Director, Stefan Kontschinsky—formerly of PwC and Okta—breaks down how to price AI in a way CFOs can trust and customers value. He explains the critical difference between what you sell (per user, per usage, per outcome) and how customers buy (contracting and consumption), then shares concrete levers to restore predictability: real-time consumption dashboards, clear limits, and smart overage policies. Stefan makes the case for outcome-based pricing as a differentiator, with examples from Intercom, Fin.ai, and even SpaceX’s “cargo delivered” model. He walks through a practical 2x2 of pricing tactics (auto-upgrades, burst protection, committed capacity, pooled credits) and demystifies credits with a resource-unit approach he deployed at Okta. You’ll also learn his monetization flywheel—quantify, create, track, and communicate value—and how AI can unify siloed sales/CS data to inform packaging and prove ROI. We wrap with what’s next: more optionality (bundles, seats, credits), how to hedge against rising model costs, and why reducing vendor lock-in is now a pricing strategy.Timestamps[00:21] – Guest intro and monetization journey: PwC to Okta to Ping Identity[02:34] – Pricing AI 101: what you sell (user/usage/outcome) vs. how you buy (contract/consumption)[05:07] – CFO predictability: consumption dashboards, limits, and proactive overage policies[06:34] – Stand out with outcomes: examples from Intercom/Fin.ai and SpaceX’s “cargo delivered”[08:14] – Tactics that work: auto-upgrades, burst protection, committed capacity, pooled credits, resource units[11:06] – The monetization flywheel: quantify, create, track, and communicate value across Sales and CS[14:01] – AI for pricing/packaging: un-siloing data to shape bundles and prove value[15:54] – What’s next:...","thumbnail_url":"https://img.transistorcdn.com/mDOdm4LYQlL6wDBHXYQfcGudUXRPAbTh4SUpQ1dzhOA/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS9jZmYz/MzEzNTkwMDcwOTUx/ZWYxMzI3YWRkNGUx/ZmU3NS5qcGc.webp","thumbnail_width":300,"thumbnail_height":300}