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From Seats to Usage: AI‑Era SaaS Pricing and Jobs-to-Be-Done Packaging with Roee HartuvSummaryAI is rewriting SaaS economics—and your pricing can no longer assume near-zero marginal costs. Roee Hartuv, Senior Pricing Advisor and Head of GTM Expertise at willingness2pay.com, has helped 150+ SaaS and AI companies redesign pricing and packaging to unlock fast revenue growth. He explains why pricing and packaging are the #1 growth levers, how AI’s token/API costs push teams from seat-based subscriptions to consumption models, and what to measure so revenue stays predictable. Roee breaks down how to sell usage to enterprise CFOs, why hybrid models (base fee + metered usage) and caps restore confidence, and how real-time usage visibility prevents bill shock. He also shows how to differentiate with jobs-to-be-done packaging (not just good-better-best), creating cleaner initial sales and natural expansion paths. Expect practical guidance, from the Salesforce “seat vs. usage” lesson to a simple 90-day pricing test and a reframing of GTM as one unified system.Timestamps[00:45] – Guest intro and why pricing/packaging is the top growth lever[02:58] – AI’s impact on SaaS: from seat-based to usage and new unit economics[05:36] – Metrics that matter in usage pricing and what Salesforce’s pivots reveal[07:15] – Building buyer trust: real-time usage visibility and safe pricing “tests”[08:48] – Fast revenue wins and migrating existing customers to new models[10:20] – The enterprise CFO challenge: predictability in consumption pricing[11:50] – Solutions: hybrid base + usage, caps, and usage forecasting[14:53] – Differentiate with jobs-to-be-done packaging and clear expansion pathsTakeaways- Instrument product to track granular usage events—not just logins—so you can meter fairly and bill confidently.- Give buyers real-time usage/credit dashboards to prevent surprises and build trust.- Offer hybrid pricing: a predictable base/platform or seat fee plus metered usage; add caps for enterprise predictability.- Package by jobs-to-be-done instead of feature buckets to simplify buying and create natural expansion ladders.- Run a 90-day pricing test: implement a 3–7% annual increase to keep pace with rising costs and validate price elasticity.- Operate GTM as one system across marketing, sales, and customer success to reduce friction along the customer journey.
From Seats to Usage: AI‑Era SaaS Pricing and Jobs-to-Be-Done Packaging with Roee Hartuv
Summary
AI is rewriting SaaS economics—and your pricing can no longer assume near-zero marginal costs.
Roee Hartuv, Senior Pricing Advisor and Head of GTM Expertise at willingness2pay.com, has helped 150+ SaaS and AI companies redesign pricing and packaging to unlock fast revenue growth.
He explains why pricing and packaging are the #1 growth levers, how AI’s token/API costs push teams from seat-based subscriptions to consumption models, and what to measure so revenue stays predictable.
Roee breaks down how to sell usage to enterprise CFOs, why hybrid models (base fee + metered usage) and caps restore confidence, and how real-time usage visibility prevents bill shock. He also shows how to differentiate with jobs-to-be-done packaging (not just good-better-best), creating cleaner initial sales and natural expansion paths.
Expect practical guidance, from the Salesforce “seat vs. usage” lesson to a simple 90-day pricing test and a reframing of GTM as one unified system.
Timestamps
[00:45] – Guest intro and why pricing/packaging is the top growth lever
[02:58] – AI’s impact on SaaS: from seat-based to usage and new unit economics
[05:36] – Metrics that matter in usage pricing and what Salesforce’s pivots reveal
[07:15] – Building buyer trust: real-time usage visibility and safe pricing “tests”
[08:48] – Fast revenue wins and migrating existing customers to new models
[10:20] – The enterprise CFO challenge: predictability in consumption pricing
[11:50] – Solutions: hybrid base + usage, caps, and usage forecasting
[14:53] – Differentiate with jobs-to-be-done packaging and clear expansion paths
Takeaways
- Instrument product to track granular usage events—not just logins—so you can meter fairly and bill confidently.
- Give buyers real-time usage/credit dashboards to prevent surprises and build trust.
- Offer hybrid pricing: a predictable base/platform or seat fee plus metered usage; add caps for enterprise predictability.
- Package by jobs-to-be-done instead of feature buckets to simplify buying and create natural expansion ladders.
- Run a 90-day pricing test: implement a 3–7% annual increase to keep pace with rising costs and validate price elasticity.
- Operate GTM as one system across marketing, sales, and customer success to reduce friction along the customer journey.
The Growth Wizards Podcast is the playbook for B2B GTM leaders who want smarter, repeatable ways to generate demand and build pipeline. Each episode breaks down how CEOs, CROs, and marketing execs drive growth — from top-of-funnel tactics and AI to thought leadership that converts.