Generative AI has up the stakes on pricing transparency. But there is more than one type of transparency. There is pricing transparency, pricing model transparency. and pricing process transparency.

With generative AI in the buying process companies will have explicit, machine readable, information on value, price and the process used to set prices publicly available.

AI SDRs, AI lead sourcing, AI lead qualification, AI sales rools … AI in the sales process is getting a lot of love. But the real change will be driven by AI in the buying process. How is AI being used in the buying process? How will this impact pricing? Do companies need to generate value and pricing in forms that are easy for AIs to consume and process? AI in the buying process will have a bigger impact than AI in the sales process.

B2B SaaS companies are all over the map when it comes to sharing their pricing online. Will the incursion of AI into the buying process change that? In this post we explore how buyers might use prompts to estimate price and value. And then we test it in our own category of value based pricing and customer value management. We end with some predictions and recommendations on if, when and how to present your price so that generative AI can use it in recommendations.

We will be making extensive use of AI in pricing. In fact, we have been using some form of AI for many users as revenue management and pricing optimization engines are based on one form of AI or another. By the past year feels different, and the next three years will be different. What are the requirements for the ethical use of pricing in AI?

Pricing transparency is a trending topic. Many companies are struggling with how much pricing transparency to provide and whether the transparency is around how they set prices or the actual price levels. Ibbaka reached out to three people with deep practical experience in how to answer this question. See our interview with Xiaohe Li, Stella Penso and Kyle Westra.