Per-seat pricing only works when your users are human. But when agents become the primary users of software, that model collapses.

Executives aren't evaluating software against software anymore. They're comparing the combined costs of software licenses plus labor against pure outcome-based solutions. Think customer support (per resolved ticket vs. per agent + seat), marketing (per campaign vs. headcount), sales (per qualified lead vs. rep). That's your pricing umbrella—the upper limit enterprises will pay before switching entirely to AI.

enterprises are used to deterministic outcomes and fixed annual costs. Usage-based pricing makes budgeting harder. But individual leaders seeing 10x efficiency gains won't wait for procurement to catch up. Savvy managers will find ways around traditional buying processes.

This feels like a generational reset of how businesses operate. Zero upfront costs, pay only for outcomes—that's not just a pricing model. That's the future of business.

The winning strategy in my books? Give the platform away for free. Let your agents read and write to existing systems through unstructured data—emails, calls, documents. Once you handle enough workflows, you become the new system of record.

Coming back to the internet analogy, how did Google, Amazon etc ended up so successful? Metcalf’s law explains this. It states that as more users join the network, the value of the network increases thereby attracting even more users. The most important thing here was to make people join your network. The end goal was to build the largest network possible. Google did this with search, Amazon did this with retail, Facebook did this with social.

Collecting as much data as possible is important. But you don’t want just any data. The real competitive advantage lies in having high-quality proprietary data. Think about it this way, what does it take to build an AI system? It takes 1) data, which is the input that goes into the 2) AI models which are analogous to machines and lastly it requires energy to run these models i.e. 3) compute. Today, most AI models have become standardized and are widely available. And on the other hand, the cost of compute is rapidly trending to zero. Hence AI models and compute have become a commodity. The only thing that remains is data. But even data is widely available on the internet. Thus, a company can only have a true competitive advantage when it has access to high-quality proprietary data.

Recently, Chamath Palihapitiya gave an interview where he had this interesting analogy. He compared these large language models like GPT to refrigeration. He said “People that invented refrigeration, made some money. But most of the money was made by Coca-Cola who used refrigeration to build an empire. And so similarly, companies building these large models will make some money, but the Coca-Cola is yet to be built.” What he meant by this is that right now there are lot of companies crawling the open web to scrap the data. Once that is widely available like refrigeration, we will see companies and startups coming up with proprietary data building on top of it