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How AI-Era Pricing Is Reshaping Finance Operations
Usage-based and hybrid pricing models are changing how B2B companies generate revenue — and creating new headaches for the finance teams behind them.
Tabs co-founder Rebecca Schwartz and PwC Partner Amit Dhir sat down to unpack exactly what that means in practice: how pricing model decisions ripple into revenue recognition, forecasting, and financial ops — and what it takes to scale without piling on manual work.
Watch the on-demand recording to get practical frameworks, real-world examples, and a clear path to operationalizing usage-based revenue — including a forward-looking take on how AI will reshape financial workflows. If your team is navigating pricing complexity heading into the back half of the year, this is worth an hour.
Break it on purpose, gently
Overview
Slipping on purpose to see what catches you
Most testing imagines a careful user — someone who reads the labels, fills in the right format, presses the right buttons in the right order. Negative testing imagines the opposite. What if they type their name in the email field? Their birthday in the price box? What if they paste a phone number where a URL belongs? Users are not careful. They are tired, distracted, multitasking, sometimes confused — and the product has to hold them gently when they slip. Negative testing is the practice of slipping on purpose to see what catches you.
Break it down
Three hundred customers named "ask my mom"
Our signup form had a phone number field that quietly accepted anything — letters, symbols, emoji, blank space. The validation was on the front-end only, easily bypassed. For months, we didn't notice because no real user did anything that weird. Then a support agent ran a report and found three hundred accounts with phone numbers like "i don't have one," "ask my mom," and a string of question marks. Not malicious. Just human. Negative testing would have asked, on day one: what happens when someone types "no thanks" in this field? The answer, it turned out, was: it gets saved forever.
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