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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