CROSS-CATEGORY: Buyers Now Disqualify Seat-Only Vendors Pre-Demo — 43% Prefer Consumption, 27% Outcome-Based in 1H-2026 Survey

Monetizely·medium signal

A 1H-2026 buyer survey finds 43% of buyers now prefer consumption-based and 27% prefer outcome-based pricing, and seat-only vendors are increasingly disqualified before reaching a demo. A cited Pilot study shows seat-based pricing fell from 21% to 15% of SaaS companies in twelve months while hybrid (fixed base + variable consumption) surged 27%→41%. The signal: across support, HR and analytics the buy-side — not just vendors — is now forcing the repricing.