Pricing in the AI Era: From Inputs to Outcomes, with Paid CEO Manny Medina

Former Outreach CEO Manny Medina discusses his new company Paid, which provides billing, pricing and margin management tools for AI companies. He explains why traditional SaaS pricing models don’t work for AI businesses, and breaks down emerging approaches like outcome-based and agent-based pricing. Manny shares why he believes focused AI applications targeting specific workflows will win over broad platforms, while emphasizing that AI companies need better tools to understand their unit economics and capture more value. Hosted by Pat Grady and Lauren Reeder, Sequoia Capital 00:00 - Introduction 01:45 - What’s working at AI app companies? 06:48 - Which markets will transform sooner? 10:47 - You can vibe code a ServiceNow 12:48 - What’s working with pricing and packaging? 17:37 - Pitfalls of charging-as-a-tool 19:05 - The pricing maturity curve 24:32 - The cost side of the equation 29:34 - The mission behind Paid 32:18 - What is Paid? 37:49 - Fun is the culture of Paid 39:44 - Lightning round