"AI agent-to-agent interactions will deliver software and services, ultimately leading to the decline of the per-seat pricing model, which has been the standard for software licensing for decades. The new model will be based on outcome- or usage-based models, the McKinsey team, led by Jeremy Schneider, stated. "It is a foundational shift redefining what software is, who builds it, who uses it, and how companies are organized and operate.""
"For software buyers and users, this means a restructuring of their relationships with even their most favored vendors. "These advances could usher in an era marked by an acceleration of vendor switching and customer churn, a realignment of user segments and value pools, and an increase in corporate in-house or citizen development of software," Schneider and his co-authors predict. Increasingly, software vendors are staking their future on AI, with 40% expecting AI to unlock more than 20% revenue growth beyond their current trajectory."
AI-leading companies such as OpenAI and Anthropic will displace many traditional application vendors by delivering capabilities through interoperating AI agents. Software delivery will shift from per-seat licensing to outcome- or usage-based consumption models tied to results and orchestration. Customers will experience increased vendor switching, higher churn, and realignment of value pools as agents source best-of-breed services. Corporations will boost in-house and citizen development to adapt and capture value. Many vendors project significant revenue upside and operating-cost reductions from AI, with a substantial portion expecting more than 20% revenue growth and some expecting over 50% gains. Organizations should prepare pricing, product, and operating-model changes to accommodate agent-driven procurement and consumption billing.
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