Pricing Models
Per-user subscription (like SaaS). Per-agent-interaction (usage-based). Per-outcome (HubSpot-style — pay per resolved case). Hybrid (subscription + usage above threshold). Each has buyer-acceptance and revenue-predictability tradeoffs.
Distribution
AgentExchange handles discovery, billing, payment processing. Revenue share with Salesforce. Price-listed versus enterprise-quoted tiers. Direct sales for large deals; self-serve for SMB.
Revenue Share
Salesforce takes platform cut — varies by partner tier, volume, and specific deal. Comparable to AppExchange historical rates. Net margin on agent sales typically matches or beats traditional SaaS once scale is achieved.
Certification Premium
Salesforce Certified agents (vetted for security, performance, documentation) command price premium. Enterprise buyers pay for the badge; it reduces their evaluation work. Worth the certification investment for serious ISVs.