""The conversations are going a lot deeper into the architecture of the third-party solutions, where in the past, I've been more focused on the capacity, security, and data privacy," says Driscoll."
""I think the clock is ticking," says Reisbaum, who anticipates that bigger pricing structure changes could occur within the next two to three quarters. "It will become more outcome-based," she added."
"Time is not on the side of major SaaS providers including Salesforce, SAP, Workday, and ServiceNow, whose shares have all tumbled by 30% or more since the beginning of 2026."
Allegra Driscoll emphasizes short-term agreements with software vendors due to rapid changes in generative AI. Conversations have shifted from capacity and security to deeper architectural discussions. Hadas Reisbaum plans to maintain core systems but seeks evolution in pricing models, moving away from per-seat fees to outcome-based structures. Major SaaS providers are facing significant market challenges, with shares dropping substantially, indicating a need for adaptation in the industry.
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