The Models
Token-based: OpenAI/Anthropic raw. Conversation-based: Salesforce Agentforce. Seat-based: Microsoft Copilot for Sales. Outcome-based: HubSpot Breeze (from April 14, 2026). Credit-based: ServiceNow Now Assist.
Pros and Cons
Token: low entry, uncapped risk. Conversation: predictable, may over-bill for short interactions. Seat: simple, may pay for unused capacity. Outcome: aligned but complex to verify. Credit: opaque usage mapping.
Total-Cost Modeling
Model worst-case and realistic scenarios. A pricing model that looks cheaper per unit can cost more in your actual pattern. HubSpot’s outcome pricing looks attractive until you factor successful conversations that would have been cheaper on conversation pricing.
Negotiation Levers
2026 pricing is fresh for most vendors. Volume commits get discounts. Multi-year lock-ins carry risk in this pricing volatility. Favor flexibility; cadence 3–6 months between pricing review.