In this episode 50 of the Get Paid podcast, host Manny Medina sits down with Dan Griggs, Chief Financial Officer at Intercom, to explore how outcome-based pricing transforms AI agent economics, why simplicity in pricing matters more than complexity, and the strategic decisions that shaped a generational shift in how SaaS companies monetize AI-powered work.

What You’ll Learn:

• How to transition from perpetual licensing to subscription models while managing debt covenants
• Why outcome-based pricing is the only sustainable model for AI agents
• How to manage the tension between AI model sophistication and unit economics
• The principle of leading with principles in uncharted markets
• How to design seller compensation to drive strategic transformation without destroying margins
  
  

Dan Griggs is Chief Financial Officer at Intercom, a leader in customer communication platforms. With a background spanning electrical engineering, finance rotations at Fortune 500 companies (AT&T, Nestlé), and scaling roles at high-growth tech firms including Rocket Fuel (pre-IPO to $400M+ revenue) and Sitecore (managing complex SaaS transformation under private equity), Dan brings deep expertise in financial strategy, business model transitions, and monetization innovation. At Intercom, he pioneered outcome-based pricing for AI agents, a model now being studied across industries as the template for monetizing AI-driven value creation. His work has fundamentally shaped how companies think about pricing products that deliver measurable business outcomes rather than consumption metrics.

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Episode Resources:

• Dan Griggs on LinkedIn
• Intercom Website
• Manny Medina on LinkedIn
• Paid Website

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