Beyond Seats: AI, Hybrid Pricing, and the Future of Revenue Models
Beyond Seats: AI, Hybrid Pricing, and the Future of Revenue Models
The Nue Team
Description
In this episode of The Lift, Mark Evans sits down with Jonathan Kvarfordt, VP of GTM Strategy and Marketing at Momentum.io to unpack what AI means for SaaS pricing, sales, and RevOps.
They talk through why seat-based pricing is no longer the default, how usage, credit, and hybrid models are reshaping revenue, and what that shift demands from operators.
Jonathan shares insight on prompt frameworks, AI agents, and how sales teams can use AI as a copilot, not just a novelty.
The conversation also explores outcome-based pricing, Jonathan’s “Tiger Teams” methodology, and how to test new pricing models without blowing up lifetime value.
Transcription
Mark Evans, Nue: [00:00:00] Welcome to The Lift, where we dig into what's next in revenue tech and go to market strategy.
Looking ahead to 2026, SaaS pricing is evolving fast. The old seat based subscription model isn't dead, but it's no longer the default. AI is speeding up the move towards flexible value driven models: usage-based, credit-based, and even outcome-based pricing, all better aligned with how customers experience value in an AI powered world.
Here to help us unpack this transformation is Jonathan Kvarfordt. Jonathan wears a few hats. He's head of GTM Growth at Momentum.io, where he helps teams streamline workflows and scale through AI powered revenue orchestration. He's also the founder of GTM AI Academy and the co-founder of the AI Business Network, two communities focused on driving AI adoption across go to market teams.
Jonathan, welcome to the show.
Jonathan Kvarfordt, Momentum.io: Hi, Mark. Thank you for having me. I appreciate it.
Mark Evans, Nue: Let's do a couple of warmup [00:01:00] questions. Let's start with your AI journey. From what I've seen watching some YouTube videos and listening to podcasts, you were already dabbling with AI before ChatGPT emerged on the scene. So walk me through what you were thinking, what you were experimenting with, and how the emergence of ChatGPT really galvanized your interest in AI.
Jonathan Kvarfordt, Momentum.io: I just want to say again, thank you for having me and I appreciate everyone listening. I know it takes time out of your day, so hopefully we can make this worth your while.
My journey is a little bit weird where I started. I was in sales for 10 years and I shifted over to enablement. If you don't know what that is, it's the—I call it the way if it's run well, it's like an internal McKinsey group inside of your company, makes sure things are performing well and does a lot of training and education and that kind of stuff.
But the goal is to help teams perform. I was at a company who bought an AI technology that was built from scratch from a guy in India that was literally [00:02:00] like these kinds of conversations. But it would analyze your voice, your facial recognition and all this stuff to do body language stuff. This was like six years ago.
It's crazy. But he built it from scratch and the tech was bought. He became our chief AI officer for the company, obviously, because he was smart and I was in charge of translating his AI speaking stuff to both the customers and to our internal teams so they knew how to sell it, support it, and also the customers knew what it was.