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Last week Salesforce made a move that inspired a collective spit take across the valley. After months of hyping usage-based AI pricing (charging customers per conversation, per workflow, etc) they announced they're returning to seat-based licensing for Agentforce. That's right: seats! Apparently, even the robot needs a chair (or at least a line item). Marc Benioff framed the shift as customers wanting predictability, which is polite CEO-speak for "CFOs are not signing off on invoices shaped like roller coasters." If Salesforce is stepping back from pure consumption pricing, then something bigger is happening beneath the surface. Is the industry's consumption-hype cycle winding down? For years, everyone talked about usage pricing like it was gravity itself: an unstoppable force shaping the future of software. It was the fairest model, the most modern model, the model that perfectly aligned vendor and customer incentives. But then reality showed up with a strong cup of coffee and an LLM bill. | | |
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