Why I changed how I pitch AI: It’s no longer about saving money, but managing tokens and adoption
Executive Take
Budget owners who model AI ROI on flat $25-30/user tiers are setting up next year's finance team for a consumption-pricing surprise; the real planning variable is token volume, not seat count.
Executive Summary
A Foundry contributor with 30 years of enterprise tech experience argues CIOs must reframe AI pitches around token-based consumption pricing rather than flat subscription fees, and integrate AI into core business strategy rather than isolated IT projects. Cites PwC (12% of enterprises achieve both cost and revenue AI benefits) and Bain (40% of companies see only 10% or less cost reduction).
Why It Matters
Technology and Finance leaders need this now because vendor flat-rate pricing is masking true unit economics that will surface once usage scales past subsidized tiers, and HR leaders should note the piece's warning that treating AI purely as a cost-cutting tool erodes trust and triggers the workforce anxiety that stalls adoption.