Howdy Pricing People 👋🏼 There's a fundamental tension in SaaS I can't stop thinking about: Every SaaS company wants an AI story right now. To have a credible AI story, people need to be using your AI features. If people are using your AI features at scale, your margins will take a hit. Nobody wants margin erosion because we're still valuing SaaS companies on metrics built for the previous generation. The short-term playbook says protect your margins. The long-term playbook says invest in AI or get left behind. They don't reconcile. I'm genuinely curious how you're all thinking about this: - What should SaaS companies be doing right now? - Seemingly everyone is turning to credits as a hedge to both tell the AI story and maintain margin control. Are there other strategies SaaS companies should consider? - Does something fundamental need to change in how we evaluate these businesses? Drop your thoughts below. I'll be digging into this in this week's newsletter, and would love to share perspectives from this group. 🫡 Rob