The year of the wood snake, 2025, is to be a time of transformation, wisdom, and renewal. This is especially true of customer value management (CVM) which is becoming a strategic way to introduce new products and technology (like AI) and to sustain that revenue over time. Value to Customer (V2C) is the key metric in CVM and is a compelling way to organize operations.

Our Wrapped 2024 webinar and podcast recap of cutting-edge strategies in AI monetization, Net Revenue Retention (NRR), and value generation for B2B SaaS. From expert tips, industry leader conversations and interviews - content to make you and your customers a sales and value creation powerhouse.

Edward Wong is taking on a new role at Ibbaka as Manager of Research and Community. In this post he talks about what the role means to him and the contribution he wants to make to Ibbaka, our customers and the wider value community.

What ethical issues come up when one uses AI to inform pricing? As adoption of generative AI based applications starts to take off it is time to put in place plans to address and mitigate ethical issues such as transparency, bias, availability and environmental impact. This is part of an AI pricing strategy.

Good pricing requires good data, and one place that data comes from is market research. But what kind of research? Begin with a value model and quantify it with qualitative research and data analysis. Model your costs and test willingness to pay. And don’t forget to see what the competition is up to!

AI agents are emerging as a standard way to deliver AI functionality, especially in B2B. This has been underlined by Salesforce’s recent Agentforce announcements. Agent pricing is evolving from inputs and number of agents to actions and outcomes. This evolution is framing how we think about pricing generativeAI.

Second generation generative AI applications are appearing on the market and with that is coming a change in pricing. First generation applications tended to copy existing pricing models, but now that buyers and sellers are becoming more familiar with generative AI generative pricing is moving from consumption to hybrid and generative approaches.

AI agents are emerging as a standard way to deliver AI functionality, especially in B2B. This has been underlined by Salesforce’s recent Agentforce announcements. Agent pricing is evolving from inputs and number of agents to actions and outcomes. This evolution is framing how we think about pricing generativeAI.

Adobe is investing heavily in generative AI and has begun to signal how it will approach pricing. It is taking an incremental approach. Price remain anchored in a per seat price, but plans are becoming more flexible, and more expensive!

Conventional approaches to pricing are not fit for purpose when it comes to pricing generative AI applications for B2B. A new process is needed. Ibbaka is proposing generative pricing, a mashup (or concept blend) of dynamic pricing and value based pricing.

Salesforce has announced that it will use consumption pricing for its AI agents going forward. Why is Salesforce taking this approach? What are the implications for other Vertical AI companies? Results of our LinkedIn poll.

Ibbaka had the pleasure of hosting a roundtable discussion on Monetizing Generative AI, featuring two industry luminaries: Michael Mansard from Zuora and Kyle Poyar from OpenView Partners. Generative AI is going to transform how we build B2B applications, how we configure them, how we move to dynamic configuration, and all of that is going to have a huge impact on both monetization and pricing.

OpenAI's o1 models are getting a lot of attention. They are a phase change for how we work with generativeAI. OpenAI has also shared how it will approach pricing of this first version of reasoning models. Reasoning tokens. What are the implications for generative AI pricing generally?

OpenAI has released o1, it next generation approach to generative AI reasoning and problem solving. If you were OpenAI, how would you price this innovation? We summarize the results of a flash poll, give some analysis and provide our own recommendation.

Most companies monetizing generative AI are using hybrid pricing models where they combine more than one pricing metric. You can see that in the survey we are running to prepare for the Sept. 19 roundtable on monetizing generative AI. What metrics tend to be used together? We ran the data through a Leiden algorithm to find the clusters.

Here are some early insights from the survey we are using to inform our Sept. 19 roundtable on generative AI monetization. Michael Mansard, Kyle Poyar and Steven Forth will go deep into the trends in generative AI and how it us being monetized.

Join our Sept. 19 roundtable on generative AI monetization. Kyle Poyar from OpenView and Growth Unhinged, Michael Mansard from Zuora and Steven Forth will have an open conversation on how second generation applications are getting priced and monetized. Take this three minute survey and prime your questions for this important session.

How to monetize investment in generative AI is a critical question for B2B SaaS. Join Kyle Poyar from Growth Unhinged and Openview, Michael Mansard from Zuora and Ibbaka’s Steven Forth for this webinar which will define how companies can move forward and monetize generative AI applications.

AI SDRs have been getting a lot of attention in rev ops and demand generation circles. We reviewed three of the top vendors in ‘Understanding how generative AI SDRs are revolutionizing sales development.’ In this post we use a generative AI to compare their pricing pages and unique selling propositions.

Generative pricing emerged as a response to the pricing requirements of second generation generative AI applications, but the five steps at the heart of the approach are generally applicable. They provide a foundation for a new approach to price optimization, one based on the value being delivered.