Season Two Finale of The Pricing Guys Podcast
As season two of The Pricing Guys Podcast wraps up, Avy Punwasee and Michael Stanisz look ahead to the pricing themes that will influence how companies plan, invest, and compete in 2026. Their discussion highlights four major shifts that leaders across software, technology, industrials, and business services should monitor closely. These trends reflect the evolving expectations of customers, the growth of AI-driven analytics, and the increasing pressure on companies to deliver value with greater clarity and precision.
Below, we break down the four themes discussed in the episode and what they mean for organizations preparing for the year ahead.
1. Hybrid Pricing Models Gain Momentum
One of the most significant changes unfolding across industries is the continued shift toward hybrid pricing models. More companies that have historically relied on subscription pricing are now exploring usage-based components. This includes software firms responding to AI-driven variable costs as well as industrial and technology companies looking to match pricing more closely to consumption.
The reverse trend is also taking shape. Organizations with usage-heavy models are introducing subscription layers to stabilize revenue and improve forecasting. The movement in both directions signals a broader push toward balancing predictability for the business with fairness and flexibility for customers.
The challenge is finding the right blend. Successful hybrid models require clear communication, thoughtful metric selection, and seamless integration with customer workflows. Leaders who invest early in understanding these dynamics will be better positioned to capture value while maintaining trust.
2. A Renewed Focus on Simplification
Complex pricing systems have long frustrated commercial teams and customers. As companies expand portfolios, add exceptions, and tailor deals to individual accounts, the quoting process often becomes slower and more error-prone. For 2026, Avy and Michael emphasize a growing commitment to simplification.
The trend is most visible in quoting and negotiation. Companies want faster cycle times, cleaner guardrails, and fewer approvals. Customers want transparency and predictability. Simplification allows both sides to move with confidence.
The leaders gaining ground are those who recognize that complexity usually comes at the expense of execution. Streamlined models make it easier for sales teams to position offers correctly and harder for value to leak through inconsistent discounting. For many organizations, 2026 will be a year of pruning. The goal is a pricing structure that supports speed, clarity, and better internal alignment.
3. Outcome Based Pricing Accelerates
The movement toward outcome based pricing has been building for years, but adoption is now accelerating thanks to better data and the rise of AI. Companies are increasingly able to measure the value customers receive. This opens the door for pricing models tied to performance, savings, or business results.
Outcome based pricing presents advantages for both sides. Buyers see stronger alignment between investment and impact. Sellers can capture a greater share of the value they help create. The model also strengthens long term partnerships since both parties are incentivized to focus on results.
However, implementation requires discipline. Companies need robust measurement frameworks, agreed definitions of success, and clear governance. As AI improves the ability to monitor outcomes in real time, more organizations will experiment with these models across software, manufacturing, services, and technology.
4. Value Offerings Rise as Budgets Tighten
Budget pressure is shaping the commercial landscape across many sectors. As a result, companies are expanding their entry level price points with lighter, more focused offerings that align to the needs of cost conscious customers.
These value offerings serve two purposes. They provide a path for hesitant customers to begin a relationship with the brand, and they prevent competitors from capturing low end demand. When executed well, value offerings complement premium tiers rather than cannibalize them.
The trend signals a wider shift toward portfolio design that reflects a broader range of buyer needs. Leaders who think strategically about their good, better, best structure can maximize reach while reinforcing the value of higher tier solutions.
These four themes provide practical guidance for companies preparing for the new year. Hybrid pricing, simplification, outcome based models, and value oriented portfolios each point to a common objective. Organizations want pricing systems that are adaptable, easier to execute, and more aligned with customer value.
Season three of The Pricing Guys Podcast will launch in 2026. In the meantime, you can watch the full season two finale on YouTube to explore these insights in more detail.
