Choosing a monetization model and strategy is not easy.

Current business goals, product development stage, customer segments and their willingness to pay, product cost structure, competitor actions.

All of this must be considered and quantified.

So when I'm sometimes asked to recommend an "optimal model" for a certain product on the spot...

My standard answer: I don't know, it needs to be calculated.

There are no right answers. What worked yesterday may cause losses today.

However...

Of course, there are trends that can (and should) be taken into account.

For instance, in mid-2025, Revenera consultants thoroughly discussed with 500 technology company leaders how they monetize their products.

A few facts that amazed me

- 80% have integrated AI into their products, but 70% immediately complain that it has reduced their profits

- 64% are sad that their price does not match customer value, as there are difficulties in identifying, quantifying, demonstrating it through the product, etc.

- 58% are not sufficiently able to collect and use data about their customers to optimize monetization models

- 86% admit they lack an effective process for contract/subscription renewal or upselling


What are the trends in models?

- Subscription remains the most popular way to generate revenue for IT products (83% use it in some form)

- One-time sale of perpetual licenses is also in the top (78% include this option in their sales scenarios)

- Pay-per-outcome is losing relevance (significant decline over the year from 60% to 38% among those willing to implement such a model)

- Usage-based pricing is gaining momentum the fastest (74% are currently implementing it in their product plans)


What do they want to change in 2026?

- Launch a hybrid model (current + new formats)

- Add a trial period before payment

- Change product configurations (feature packages)

- Improve/automate control over compliance with plan terms


Noteworthy!

When asked what most hinders the growth of annual product revenue...

45% of leaders cited difficulty in adapting and implementing a new monetization model

(such implementation takes most companies from 3 to 12 months)

This is the second most popular answer. Only the increase in server infrastructure costs ranks higher.

Reasons such as "launching the product later than others," "difficulty attracting customers," "retention/churn problems" are mentioned by far fewer respondents.

Moral

The right approach to monetization often has a much greater impact on your growth than the product's functionality itself.


So, if when next time you start obsessing over features again...

Reread this post
Maybe you're worrying about the wrong thing

Wishing you profit growth!

#monetization_models