SaaStr: ZoomInfo's Henry Schuck Says Seats Carried All of B2B for Four Years and Three Replacement Models Have Emerged

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SaaStr published Henry Schuck's read on B2B pricing, based on his conversations with expensive consultants and hundreds of ZoomInfo customers, and his honest headline is that nobody knows, with the answer changing week to week. His framing is that seat pricing has carried the entire revenue burden of B2B for four years and vendors leaned on it hard, that three new models have emerged which are not equally viable or equally hard to operate, and that the deciding question is whether you can name a single countable thing your software does that a customer would pay for on its own. The piece also argues the pressure on seats is not only about AI, which is a useful corrective to the usual narrative.