AI forces German software firms to shift toward outcome‑based pricing

The Bitkom digital association released its study “Softwarewelt 2036”, finding that artificial‑intelligence agents are increasingly performing work that was previously done by human staff. As a result, traditional revenue models based on development hours or flat‑rate licenses are under pressure. The report says customers will prefer paying for measurable results such as fixed security‑issue fixes or resolved tickets.

“Die KI‑Revolution setzt auch in der Softwarebranche erprobte Erlösmodelle unter Druck. Wenn ein KI‑Agent die Arbeit mehrerer Menschen übernimmt, lässt sich der Aufwand nicht mehr glaubwürdig nach Köpfen oder Stunden in Rechnung stellen,” explained Felix Ansmann, head of Software & IT‑Services at Bitkom. The study also highlights opportunities for European providers that can guarantee compliance, data sovereignty and auditability, noting that “Compliance und Datensouveränität” may become key selling points. Respondents called for slimmer, result‑oriented regulation and for the development of a European AI infrastructure to support the transition.

Other findings include a growing importance of sector‑specific expertise, the need for new employee skill sets, and the rise of platform‑based ecosystems over standalone software products.