Bilkowski: SaaS companies should never charge customers per token
Dan Bilkowski · Value Lives in the Mind of the Customer, Not in Your Product · Oct 21, 2025 · at 28:55
Pricing strategist Dan Bilkowski advises B2B SaaS companies on how to package and price new AI features without confusing enterprise buyers.
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“So now I'm also going to chart besides per seat, you know, charging you dollars per seat, but now I'm also going to charge you per token. This is a no, no. I call this showing your customers your underpants. You don't want to show your customers your underpants. The underlying cost model is your problem, not your customer's problem.”
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