Ara Kharazian

Even amongst the companies that have offered some kind of token-based pricing for their SaaS tools, we're only seeing uptake about half a percent of spend on those platforms.

That's companies like HubSpot and Adobe, both of them offer pricing.

some kinds of token-based offering for their SaaS offerings.

And then you want to talk about whether or not people are shifting away from SaaS providers.

You can look at Figma, where Cloud Design came out.

Everyone was just talking about Figma's strong performance and earnings.

But we'd reported in our data set already a month ago

that Figma was one of the fastest growing vendors on our platform, that businesses were continuing to buy from it.

And so I think it just goes to show you that a lot of these pronouncements, they're coming from people's projects about how products may develop, but they're not often informed by the actual changes happening with respect to business spend.

I think it's definitely true that an increasing number of vendor software companies are starting to offer some kind of token-based product.

Adobe, which I just mentioned, is one of them, which knows that its product is increasingly going to be

used by people who are using the AI capabilities that has a marginal cost associated with it.

Maybe there will be some down the line usage by an AI agent that you can't charge a seat in the traditional way.

So more companies are starting to offer that.

But whether or not that's actually playing out today as far as how businesses are buying SaaS, right now it's still a half a percent of actual spend.

Yeah.

Well, no, you got a really good point, too, that all of this is going to be the result of a series of competitive responses by all of the very thoughtful, well-capitalized firms in this space.

I mean, you look at Anthropic versus Figma, both of them now offering a design product.

There's nothing inherent about Anthropic that makes it more capable of reaching designers where they're at or producing software that designers need.

You know, it has the model, it has the velocity, product velocity to continuously make improvements.