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.
Speakers
Axel Sooriah
Product Management Evangelist, Atlassian
Axel Sooriah is a Product Management Evangelist at Atlassian, helping teams unlock faster, clearer decision‑making with Jira Product Discovery. Before Atlassian, he coached modern product practices at companies like Contentsquare and OpenClassrooms, after holding product leadership roles at 11:FS and Barclays. He also builds community around the craft, serving on the board of LPC Paris — one of Europe’s largest PM conferences — and hosting Product in Practice, Atlassian’s Product Management podcast.
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.
