Your AI Subscription Pricing Is Losing Money on the Customers You Care About Most

Episode notes

Do you actually know which of your AI customers are making you money and which are quietly destroying your gross margin? In episode #375, Ben Murray breaks down the shape of AI usage and why the distribution curve of your customers determines whether your AI subscription product is profitable. This is why Anthropic and GitHub changed their pricing. Heavy users on a flat subscription can quietly turn a 40% gross margin into a negative one, and most finance teams are not tracking token usage by customer in enough detail to see it coming.