Salesforce bill jumps 83% with AI agents despite 80% fewer human seats

The Gist

• SaaStr runs GTM with 2 humans and 20+ AI agents on Salesforce
• AI VP of Marketing and Customer Success drive 100x more usage than humans
• Notion usage collapsed as agents bypassed its structured workflows
• Consumption pricing captures value when agents replace human workflows

• AI agents can drastically reduce the need for human seats in software, but this doesn't necessarily lead to cost savings as AI agents may increase usage and associated costs.
• Traditional B2B software pricing models are shifting from seat-based to consumption-based, benefiting systems of record like Salesforce.
• Software that is critical for AI agents to succeed will see increased usage and spend, while software that isn't will see usage and spend drop to zero.
• Many B2B software companies haven't yet felt the revenue impact of AI agent disintermediation because renewals haven't hit yet.
• AI features inside apps designed for humans may not save software companies if AI agents don't find the software useful.
• Public markets are beginning to reflect concerns about whether AI agents will disrupt SaaS and software.

• Evaluate whether your software is critical for AI agents to succeed and adjust your pricing model accordingly.
• Monitor usage patterns of AI agents in your software to anticipate changes in spend and renewals.
• Consider shifting from seat-based to consumption-based pricing models to capture value from AI agent usage.
• Benchmark your software against what AI agents actually need to do their jobs using tools like the SaaStr AI Agent Grader.

• 83% (Increase in Salesforce bill despite an 80% reduction in human seats.)
• 80% (Reduction in human seats on Salesforce.)
• 100x (Increase in Salesforce usage by AI agents compared to humans.)
• 72% (Open rates for win-back campaigns run by Agentforce.)