How Fortune 500s Push for Consumption-Based Pricing

Episode notes

Episode 138 of Enterprise Tech with Fexingo. Fortune 500 procurement leaders are increasingly rejecting per-seat licensing in favor of consumption-based models. We examine the drivers - from unused licenses costing millions to AI uncertainty - and the negotiation tactics buyers use to cap spending, define units of consumption, and secure price protections. Using real-world examples from software vendors like Salesforce and SAP, Lucas and Luna break down why this shift is accelerating in 2026 and what it means for both buyers and sellers. #Fortune500 #EnterpriseSoftware #Procurement #ConsumptionPricing #SoftwareLicensing #EnterpriseTech #Negotiation #Salesforce #SAP #CloudPricing #VendorManagement #Business #Technology #FexingoBusiness #BusinessPodcast #EnterpriseSales #SoftwareAssetManagement #LicenseOptimization Keep every episode free: buymeacoffee.com/fexingo

Related episodes across the Index

Other episodes covering the same guests and topics, from across The B2B Podcast Index.

• Conquering the Desperation Mindset in SaaS Pricing with Apurv Bansal, CEO of ZenskarSaaS Scaling Secrets · on Consumption-based pricing82 / 100
• Stop Hiring SDRs and Start Building Real Partner Ecosystems Instead with Keith Bossier | Ep. #314The Modern Selling Podcast · on Consumption-based pricing71 / 100
• AI Fluency in CS: How to Build a Team That Actually Adopts AI with Cassie VaughnThe Customer Success Pro Podcast · on Consumption-based pricing70 / 100
• How AI is reshaping SaaS product and pricing, with Nue CEO Mark WalkerThe SaaS Revolution Show · on Consumption-based pricing69 / 100
• S7E21 - How AI Will Rewrite SaaS GTM in 2026: Pricing, Efficiency & Sales Automation with Jacco van der KooijGrow Your B2B SaaS · on Consumption-based pricing67 / 100
• The Death of the UI: Why CUA is the End of SaaS as We Know ItM365.FM · on Consumption-based pricing58 / 100

• How Fortune 500s Protect Against SaaS Vendor Failure with Escrow81 / 100
• Why Fortune 500s Now Demand AI Model Red-Teaming90 / 100
• How Fortune 500s Negotiate Vendor AI Hallucination Insurance88 / 100
• How Fortune 500s Use Procurement to Negotiate Vendor Software Liability Caps92 / 100
• How Fortune 500s Negotiate Software Beta Test Terms90 / 100