Markets
Salesforce Says Per-Seat Is a Constraint It Is Moving Past, Shifts to Four-Way Hybrid Pricing
Reported 2026-09-02, Salesforce is replacing straight per-seat licensing with a hybrid that combines per-user fees, consumption charges, transaction billing and business-outcome pricing, with Marc Benioff calling the seat model "a constraint the company is moving past" and an opening to "build much more aggressive pricing." The numbers behind the pivot: Agentforce work units hit 3.2 billion in Q2 FY2027, up 97% quarter over quarter, AI and Data ARR approaching $4 billion, and Agentforce ARR at $1.5 billion. This is the largest seat-based SaaS vendor in the world publicly conceding the unit it has billed on for two decades no longer tracks the value it delivers.
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