以下文章来源于乌鸦智能说 ，作者智能乌鸦 乌鸦智能说 . 人人都能读懂的AI商业 由于价值错位和成本压力，传统的定价方式正在失效。软件公司对全新颠覆性定价模式的需求比以往任何时候都更高涨。 最近，国外科技作者 Kyle Poyar 收集了超过 240 家软件公司的数据，这些公司的年经常性收入（ARR）在 100 万至 2000 万美元之间，销售的是 SaaS 和 AI 混合产品。 透过这 240 家软件公司的数据，Kyle Poyar 得出了关于 AI 定价的 5 个趋势： 原文： https://www.growthunhinged.com/p/2025-state-of-b2b-monetization 调研企业分布： 超 6000 人的「AI 产品市集」社群！不错过每一款有价值的 AI 应用。 邀请从业者、开发人员和创业者，飞书扫码加群： 传统的席位定价和固定价格模式面临挑战，混合定价模式已成为主流。 当混合定价成为一种趋势，也出现了一些新的定价组合。 基于结果定价虽好，但在大部分市场短期内并不适用。 价格透明化的价值，或许被高估了。 定价模式仍然在快速变化，但大多数公司还没有做好准备。 年度经常性收入 ...

Core Viewpoint - Traditional pricing models in the software industry are becoming ineffective due to value misalignment and cost pressures, leading to a rising demand for innovative pricing strategies, particularly in SaaS and AI hybrid products [3][6]. Group 1: Trends in AI Pricing - A study of over 240 software companies revealed five key trends in AI pricing, indicating a shift from fixed and seat-based pricing to hybrid pricing models [4][11]. - The proportion of companies using fixed fee subscriptions decreased from 29% to 22%, while those adopting hybrid pricing rose from 27% to 41% [11]. - More than half (53%) of respondents are integrating AI features into their core software products, highlighting the increasing convergence of AI and software [9][10]. Group 2: Hybrid Pricing Models - Hybrid pricing, which combines subscription and usage-based models, has become the mainstream approach, allowing companies to meet diverse customer needs while maintaining simplicity [16][20]. - Companies like Clay have successfully implemented hybrid pricing strategies, offering small discounts and allowing unused credits to roll over, enhancing customer retention [17][20]. - The popularity of hybrid pricing stems from its ability to integrate into existing pricing structures without causing significant disruption [18][20]. Group 3: Challenges in Pricing Transition - As more AI products adopt hybrid pricing, companies face challenges in developing suitable pricing strategies, as there are numerous potential combinations [21]. - The transition to outcome-based pricing is slow, with only 5% of respondents currently using this model, while 25% expect to adopt it by 2028 [27]. - Companies must address four critical factors (CAMP: Consistency, Attribution, Measurability, Predictability) to successfully implement outcome-based pricing [35][36][37][38]. Group 4: Price Transparency - The trend towards price transparency is often overestimated, as many companies still struggle with complex pricing structures and fear that pricing will overshadow their value proposition [39][42]. - While companies with lower average contract values (ACV) tend to publish pricing information, this practice is less common among larger firms [44]. - Increased pricing complexity, such as hybrid models with AI credits, leads buyers to prefer direct communication over relying solely on online pricing [46]. Group 5: Preparedness for Pricing Changes - The rapid evolution of AI technology necessitates a reevaluation of existing pricing models, with 75% of software companies adjusting their pricing strategies in the past year [48]. - Many companies lack the necessary personnel and tools to support strategic pricing decisions, resulting in a gap in capabilities [49][50]. - As companies grow, pricing often becomes a contentious issue among various departments, leading to a lack of clear ownership and strategic direction [52]. Group 6: Future of Pricing Models - There is optimism regarding usage-based and hybrid pricing models as transitional phases towards more sophisticated outcome-based pricing [53]. - The evolution of pricing models reflects a broader shift in the software industry from ownership to rental and then to usage-based models, ultimately aiming to align supplier accountability with customer outcomes [54].