Salesforce wants to charge for AI outcomes, but first it needs to figure out how

Salesforce's plan to charge for AI outcomes marks a significant shift in the software giant's business model, one that could have far-reaching implications for the industry. By focusing on outcomes rather than just providing tools, Salesforce is acknowledging that customers are increasingly looking for measurable results from their AI investments. This approach also reflects the growing importance of AI in driving business value, as companies seek to move beyond experimentation and pilot projects to achieve tangible benefits.

However, as the article notes, Salesforce's existing pricing models, which include seats and Flex Credits, create an "anxiety-filled architecture" that makes it difficult to implement outcome-based pricing. The company's all-you-can-eat contracts, which offer unlimited access to its services for a fixed fee, also complicate the transition to outcome-based pricing. To succeed, Salesforce will need to develop a new pricing framework that aligns with its AI ambitions, one that balances customer needs with the company's own revenue goals.

As Salesforce navigates this transition, the industry will be watching closely to see how it addresses the challenges of outcome-based pricing. Key questions to watch include how Salesforce defines and measures AI outcomes, how it will price these outcomes, and how it will ensure that customers see value from their investments. The answers will have significant implications not just for Salesforce, but for the broader software industry, as companies increasingly seek to deliver measurable business value through AI.

Originally reported by theregister.com. URLNews adds analysis for ai & agent economy readers.