Enterprise sales has traditionally been segmented by organizational structure, cost centers versus revenue centers, with distinct pricing approaches for each.
However, the emergence of agentic AI is fundamentally reshaping this landscape, blurring the boundaries between traditional pricing models and creating new opportunities for outcome-based approaches across the entire enterprise.
Traditional Enterprise Pricing Paradigm
Before exploring the transformation, it’s worth revisiting the traditional paradigm that has long governed enterprise pricing strategies:
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Cost Centers (HR, Finance, Legal)
Traditionally, cost centers have preferred:
- Subscription-based models with predictable recurring fees
- Fixed annual contracts aligned with budgeting cycles
- Per-seat or per-employee pricing with clear scalability
- Tiered packages with well-defined feature sets
These approaches provided the predictability and cost control that administrative functions required, allowing them to plan and budget effectively.
Revenue Centers (Sales, Marketing, Product)
Revenue-generating departments have typically gravitated toward:
- Value-based pricing tied to economic impact
- Usage-based components that scale with activity
- Performance incentives linked to outcomes
- Revenue-share models that align vendor success with customer results
These models align better with revenue centers’ growth-oriented mindsets, where investments are evaluated based on their potential return.
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