In this episode of Insights for IT Negotiations, Adam Mansfield and Kylie Chisholm break down the top frustrations enterprise customers are facing with their SaaS vendors in 2026. From AI upsells and consumption-based pricing to surprise price increases and sales turnover, they explore why customers feel they are not getting full value. The conversation also highlights where organizations lose leverage in negotiations, the contract risks many overlook, and how to better prepare for renewals in a shifting market.
Resources: POSCAST – SaaS Vendors’ New Trick: Multiplying Pricing Caps by Term Length
BLOG – SaaS Vendors Push Consumption-Based Licensing for AI Offerings: What Customers Need to Know