Markets
CROSS-CATEGORY: Outcome-Based Pricing Crosses From Experiment to Standard — Now With Formal Accounting Guidance
Outcome pricing is converging across categories simultaneously: Salesforce meters Agentic Work Units, Intercom's Fin charges $0.99 per resolved ticket, and Deloitte issued a June 4 Technology Spotlight on revenue recognition for outcome-based agentic pricing — the tell that the model is now mainstream enough to need standardized accounting treatment. When the Big Four publish rev-rec guidance for a pricing model, it has crossed from pilot to default. Builders pricing agents should expect outcome/consumption metering to be the buyer-expected norm, not a differentiator.
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