Deep Dive #08: From Features to Usage

Hey Revenue Operators,

The market keeps rewarding integration. Funding and launches prioritized unified intelligence layers and workflow connections, not standalone features. That matters for one reason here: most teams still run demos with a subscription mindset while pricing has shifted to usage.

A majority of SaaS now sells on usage. Yet most demo intelligence flows still extract features discussed, not usage patterns. That mismatch breaks proposals, ROI, and post-demo follow-up.

This Deep Dive connects the week’s pattern with the blind spot: the classic demo playbook was built for tiered plans. Usage-based pricing needs a different intelligence framework.