B2B AI Agents are attracting a wave of interest and investment. One of the best known examples is Intercom’s Fin AI with its outcome based pricing model. Ibbaka generated a value model for Fin AI and then looked at what this suggests about the pricing model. Generated value models are a recent innovation by Ibbaka where generative AI is used to generate value models from publicly available data.

B2B SaaS companies are all over the map when it comes to sharing their pricing online. Will the incursion of AI into the buying process change that? In this post we explore how buyers might use prompts to estimate price and value. And then we test it in our own category of value based pricing and customer value management. We end with some predictions and recommendations on if, when and how to present your price so that generative AI can use it in recommendations.

How will AI agents restructure the B2B SaaS sector? One frame for this is Clayton Christensen’s framework of disruptive innovation. Are B2B AI agents an example of sustaining or disruptive innovation? How does this impact go-ot-market strategies? What are the implications for pricing?

What are the key trends that will impact pricing in 2025? What decisions will SaaS leaders need to make on pricing? Join this PeakSpan master class with Edward Wong and Steven Forth to prepare for change and get practical advice on how to lead pricing in a year of transformation. The shift to consumption and usage based pricing, outcome based pricing, hybrid pricing models will all be covered.

There are three key axes for B2B AI applications that are leading to six basic approaches to application development. The three axes are: is use episodic or ongoing, does it support decisions or make decisions, and is the application intended for defined problems or open problems. This has a big impact on value and pricing models. Understanding where your application is placed frames value and pricing design.

AI agents have emerged as a key pattern to package AI functionality. 2025 is being called the year of agentic AI! How will all these agents deliver value? How will they be packaged and priced? How will billing work? Subscription building leader Maxio and customer value management leader Ibbaka are partnering to answer these questions.

Ibbaka is leveraging its value model generation AI to generate a series of Category Value Reports. These reports combine value models and generative AI to get new insights into the structure of B2B software markets. Our first report is on Learning Solutions. In this report we generated value models for six category leaders and then combined them to get a feel for what drives value in the category.

Category Value Maps are a new tool for understanding a software category. They help buyers decide which vendor is the best fit for their needs and vendors to get an external view of their positioning from the perspective of a generative AI process. They are made possible by the recent development of generated value models, economic value models created and maintained with generative AI. Ibbaka has generated the Category Value Map for Learning Solutions as its first demonstration of this powerful new tool.

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Ibbaka Chief Value Officer Karen Chiang sets out the value agenda for 2025. Companies need to

1. Embed value in every team’s DNA

2. Treat value as a living system

3. Measure what matters: Value to Customer (V2C); Value Attainment Score (VAS); Time-to-Value (TTV)

Many agents are being introduced to the market to help with the saes process. There are AIs for Sales Development Representatives, for crafting sales content and for analyzing calls. Most modern CRMs use AI to predict what will close and when. What will happen when these agents encounter agents acting for the buyer? This is happening today and the world is about to get a lot weirder. We offer case studies for buyers of CRMs and sales intelligence.

Service as Software (SaS or SaaS) is emerging as a central pattern for the monetization of business AI. What services will be first to fall to this new paradigm? One possibility is Business Process Outsourcing of BPO. Companies are already used to blackboxing and outsourcing these services, have good performance metrics, and are cost driven. Established pricing models can be migrated to Service as Software.

Customer Value Management (CVM) and Value Based Pricing (VBP) are joined at the hip. Ibbaka took this into account in its own packaging. The four Editions are designed to align with the growth phases of SaaS and Business AI companies. The solutions packages alig with use cases. There are no limits to the number of users. The pricing metric is the number of models.

The concept blend of generative AI, monetization, pricing and customer value management is bringing together terms not often used together. Tokens are an important part of transformer models and are also being used as a pricing metric. The Ibbaka AI Monetization in 2025 includes a handy glossary to keep track of these terms.

The Ibbaka AI Monetization in 2025 survey report is getting a lot of interest as it has the deepest data on how AI-enabled B2B SaaS and B2B AI are being monetized. On January 23 Ibbaka will have a webinar with pricing and monetization experts Mark Stiving and Michael Mansard to go deep into the findings and recommendations.

Customer Value Management for Everyone. Ibbaka has leveraged generative AI to make customer value management and value based pricing more effective, easier to adopt and evolve, and more affordable. Learn about the new Ibbaka Foundation package and see how it can impact your ARR, ACV and NRR.

Value models are a far more powerful frame for customer value management than ROI calculators. Companies that need to communicate value to buyers and document value for customers need a value model and the ability to communicate value in value stories.

Ibbaka’s second Annual report on AI Monetization is now available. The report is based on a survey of more than 300 B2B companies that are bringing AI enabled or AI applications to market. It includes four mini case studies, proposes four emerging packaging patterns and defines three different approaches that companies are taking. The report is essential reading for anyone in the B2B AI applications space.

OpenAI has released its newest reasoning model o3. How will it be priced? Will OpenAI move from token pricing to task pricing? How would task based pricing work for o3? How would it impact pricing of agents and applications using o3?

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.