PM’s guide to pricing and packaging for AI
Learn practical, battle‑tested ways to make AI features truly profitable. Hosted by Atlassian’s Axel Sooriah, with pricing and growth experts Kyle Poyar and Aakash Gupta, this session covers pricing models for AI products (seat based, hybrid models, outcome‑based pricing), cost drivers, retention impact, and go‑to‑market strategies that align price with value.
AI features don’t fit old SaaS pricing. A small group of heavy users drives most compute spend while casual users churn, making flat per‑seat pricing risky and unpredictable.
Many teams ship AI that doesn’t deliver strong, repeatable value, or they use pricing that rewards the wrong behavior. Costs vary with model choice and usage, and changing legacy pricing without care can upset customers. Outcome pricing sounds great, but measuring and attributing results is hard.
You’ll learn simple, proven approaches: use platform fees plus credits to balance predictability and scale, apply outcome‑based pricing when results are clear, and follow “hill‑climbing” to launch at a quality bar, prove retention, then optimize costs. See how to test pricing with new cohorts, migrate existing customers smoothly, and align price with the value users actually get.
Sprekers
Axel Sooriah
Product Management Evangelist, Atlassian
Axel Sooriah is Product Management Evangelist bij Atlassian en helpt teams om sneller en duidelijker beslissingen te nemen met Jira Product Discovery. Vóór Atlassian begeleidde hij moderne productpraktijken bij bedrijven als Contentsquare en OpenClassrooms, nadat hij productleiderschapsfuncties had bekleed bij 11:FS en Barclays. Hij bouwt ook een community rond het vak: hij zit in het bestuur van LPC Paris — een van Europa's grootste PM-conferenties — en host Product in Practice, de podcast van Atlassian over productbeheer.
Kyle Poyar
Author, Growth Unhinged
Kyle Poyar is the creator of Growth Unhinged, a Substack newsletter with 80,000+ weekly readers sharing real‑world playbooks on SaaS growth, pricing, and AI GTM. He previously spent years advising and operating with B2B software companies, and now publishes benchmarks, case studies, and practical tactics for founders and growth leaders.
Aakash Gupta
Author, Product Growth
Aakash Gupta writes Product Growth on Substack, covering deep research on product management, growth, and careers after serving as VP of Product at Apollo.io. He focuses on practical PM frameworks, leadership, and landing product roles, with premium long‑form guides and resources for professionals.
