Outcome-Based Pricing Is Rising. The Definition of "Outcome" Isn't Keeping Up.

Per-seat pricing dropped from 21% to 15% of SaaS companies in twelve months. Hybrid models surged to 41%. Everyone agrees the old model is dying. Nobody agrees what replaces it.

Intercom charges $0.99 per resolution. HubSpot, since April 2026, undercuts at $0.50. Both say "resolved conversation." Intercom means the customer stopped replying. HubSpot means no human handoff within 72 hours. Same noun, wildly different measurements, entirely different incentive structures.

Pricing has outrun the definitions it depends on.