An alumni talk for IIBM Institute of Business Management, where I reflected on my Doctor of Business Administration (DBA) journey with IIBM and SIMA and presented a summary of my dissertation.
The research looks at how B2B SaaS companies with $1M to $100M in annual recurring revenue price and package AI features. I reviewed the pricing pages of 371 companies and interviewed nine senior executives.
Traditional subscription pricing still dominates: 51.5% of the companies use pure subscription, and 18.1% combine a subscription with usage charges, a share that grows as companies get larger. Purely usage-based pricing is rare at every size. On packaging, 42.3% spread AI capabilities across their plan tiers. The dissertation ends with a five-stage path for AI monetization and a five-step framework for pricing AI features.
The full summary, the charts and the slides are on the research page for the dissertation.