Guest: Pat Meegan, Senior Partner & Pricing Practice Leader at Investor Group Services

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AI is changing SaaS pricing by forcing companies to rethink how they capture value, protect margin, and package new capabilities.

In the first episode of ProPEllant, Ken Lempit talks with Pat Meegan, Senior Partner and Pricing Practice Leader at Investor Group Services, about how AI is changing the economics of SaaS. As companies introduce AI features and agentic capabilities, traditional seat-based pricing often no longer reflects either the cost to deliver the product or the value customers receive.

Pat explains why pricing, packaging, product, and sales can no longer operate as separate conversations. The discussion covers how SaaS companies are thinking about add-ons, premium tiers, credits, and hybrid pricing models as they work to align monetization more closely with usage and outcomes.

The episode also explores what private equity firms, operating partners, and software leadership teams should be watching for during diligence and post-close value creation, especially when pricing has not been revisited in years or new product value is being added without a clear monetization strategy.

Key takeaways

• Why AI is putting pressure on traditional seat-based SaaS pricing
• How pricing and packaging need to evolve alongside product strategy
• Why credit-based and hybrid models are getting more attention
• Where operators and investors may be missing monetization upside