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Seat-based pricing wasn't built for AI. Model costs move week to week, and margin moves with them. In a free webinar, Glenn Dearing shares 8 lessons from 12 years running pricing at Salesforce. Tue, Oct 20, 10am PT / 1pm ET.

In traditional SaaS, pricing was mostly about value capture without considering cost. Gross margins were high, marginal compute costs were close to zero, and humans were your product’s only users. AI changed that dynamic. When real variable costs are attached to every model call and background workflow, pricing stops being just a revenue decision. Your costs move based on how your customers (and their agents) use your product. If you try to force those fluctuating unit economics into legacy seat-based pricing, you underprice some customers and overprice others (and they go to your competition!). That is why I am looking forward to sitting down with Glenn Dearing for an upcoming Turnstile webinar. Glenn spent 12 years leading pricing at Salesforce, eventually serving as SVP of Pricing Strategy. He priced everything from the core Salesforce platform to Heroku, Force.com, and Shield. He went on to lead global pricing and strategy as GVP at UKG, and today co-runs Vantage Line, advising software companies on monetization in the AI era. Glenn is bringing eight lessons from his time in the trenches, each backed by real execution and a few scars. A few key takeaways we will break down: - 𝗣𝗿𝗲𝗱𝗶𝗰𝘁𝗮𝗯𝗹𝗲 𝗯𝗲𝗮𝘁𝘀 𝗽𝗲𝗿𝗳𝗲𝗰𝘁: A pricing metric that tracks value on paper is ineffective if buyers cannot forecast their monthly invoice. Predictability is critical for enterprise budget approval. - 𝗦𝗵𝗶𝗽 𝗯𝗲𝗳𝗼𝗿𝗲 𝘆𝗼𝘂 𝗮𝗿𝗲 𝗿𝗶𝗴𝗵𝘁: Why launching a simple usage or token model to collect real market feedback beats spending months attempting to perfect pricing on a whiteboard. - 𝗟𝗲𝗴𝗶𝗯𝗶𝗹𝗶𝘁𝘆 𝗼𝘃𝗲𝗿 𝘁𝗿𝗮𝗻𝘀𝗽𝗮𝗿𝗲𝗻𝗰𝘆: A public pricing page is not helpful if a customer cannot explain the invoice back to their finance team. I will join Glenn to talk through the operational layer. When pricing structures shift, the metering, quoting, and billing systems underneath have to keep up. If you are a finance, revenue, or product leader building in this space, join us. Pricing AI Is Hard: 8 Lessons (and a Few Scars) from 12 Years at Salesforce on October 20, 2026 at 10am PT / 1pm ET Link to register in the comments.

Glenn Dearing ran pricing at Salesforce for 12 years. AI pricing doesn't follow seat-based rules. In a free webinar, he shares 8 lessons. Turnstile CEO Jordan Zamir covers how to implement the pricing through quoting and billing. Tue, Oct 20, 10am PT / 1pm ET.

Glenn Dearing ran pricing at Salesforce for 12 years. AI pricing doesn't follow SaaS rules. In a free webinar, he shares 8 lessons. Turnstile CEO Jordan Zamir covers how to implement the pricing through quoting and billing. Tue, Oct 20, 10am PT / 1pm ET.

SaaS pricing wasn't built for AI. Model costs move week to week, and margin moves with them. In a free webinar, Glenn Dearing shares 8 lessons from 12 years running pricing at Salesforce. Tue, Oct 20, 10am PT / 1pm ET.

On October 20 I'm doing a webinar with Jordan Zamir, the CEO of Turnstile: "Pricing AI Is Hard: 8 Lessons (and a Few Scars) from 12 Years at Salesforce." I’m excited to talk about the lessons I keep reaching back to when someone asks how to price in the GenAI era. Two of them: 1️⃣ Per-user pricing held up for years because a customer couldn't break the unit economics. GenAI broke the cost side. 2️⃣ Transparency is publishing the price. Legibility is the customer being able to explain your model back to you. Each lesson has a story, and many of the stories did not go the way I anticipated. That is the scars part. Tuesday, October 20, 10 am Pacific, about 40 minutes with questions. Details and registration at the link. https://lnkd.in/gJDQQzCv