CPQ & quoting for AI SaaS

Quoting for AI companies: committed spend, custom rates and ramps that become the subscription

How AI-native SaaS companies quote enterprise deals in Bunny — committed spend with overage, negotiated per-unit rates, ramped multi-year terms and approvals — and turn the signed quote directly into billing.

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What makes cpq & quoting different for AI-native SaaS

Companies selling AI products where pricing mixes seats, credits, tokens and committed spend, and where the pricing model itself changes every few months.

  • Every enterprise AI deal is custom

    A negotiated per-token rate, a committed annual spend, a ramp as usage grows and a seat count that changes at each anniversary. There is rarely a list-price deal to point to.

  • Quotes need usage and recurring on one document

    The customer signs one order form covering the platform fee, the commitment and the overage rate. If the quoting tool cannot express usage pricing, the order form is written in Word and rekeyed later.

  • Discount discipline while growing fast

    When reps are closing quickly against well-funded competitors, discounting drifts. Finance finds out at the end of the quarter, from the invoices.

  • Quoting has to keep up with the catalog

    AI pricing changes often. A quoting tool with its own copy of the price book falls out of sync with billing within a release or two.

How Bunny handles cpq & quoting for AI-native SaaS

  1. 01

    Recurring and usage charges on one quote

    A quote can carry a recurring platform fee, a committed-spend charge and a usage charge with flat, tiered, volume or banded pricing, so the order form the customer signs matches the invoice they receive.

    CPQ in Bunny
  2. 02

    Per-deal price overrides

    Override any rate — including the per-unit usage rate — on the quote for that customer only. The catalog is unchanged and the override follows the subscription into renewal.

  3. 03

    Ramps and multi-year terms

    Prices and quantities that step up on an agreed schedule across a multi-year contract, with the billing schedule generated from the quote rather than maintained by hand.

    Ramp deals explained
  4. 04

    Approval workflows on discounts

    Discounts are checked against policy and routed to the right approver before the quote can be sent, so finance sees the deal before the customer does.

    Approval workflows
  5. 05

    E-signature and CRM sync

    Quotes go out for signature through Bunny e-signature, DocuSign, PandaDoc or Dropbox Sign, and sync with Salesforce or HubSpot so reps work from the CRM.

    CPQ for Salesforce
  6. 06

    The signed quote is the subscription

    Acceptance creates or amends the subscription, the invoice schedule and the revenue schedule. Nothing is rekeyed into billing.

Why generic CPQ struggles with AI deals

Traditional CPQ was designed for configured products and one-time orders. It is good at bills of materials and bad at a contract whose price depends on consumption that has not happened yet. Subscription CPQ has to model the deal as a change to an ongoing relationship: what does the customer have now, what are they committing to, and what happens above the commitment?

Bunny’s CPQ prices from the same catalog that bills, so a usage charge on a quote is the same object that rates consumption after signature. That is what allows the order form, the invoice and the revenue schedule to agree without a reconciliation step. The CPQ overview covers the mechanics in detail.

CPQ & quoting for other industries

The same workflow, written up for other kinds of B2B SaaS. Browse all industries.

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FAQ

Frequently asked questions

Can Bunny quote committed spend with an overage rate for AI products?
Yes. A single quote can include a recurring committed charge and a usage charge for consumption above it, each with its own pricing, and the accepted quote becomes the subscription that bills both.
Can reps offer a custom per-token price on a deal?
Yes. The usage rate is overridden on the quote for that customer. It does not change the catalog and, if the discount exceeds policy, it routes for approval before the quote can be shared.
Does Bunny CPQ integrate with Salesforce and HubSpot?
Yes. Bunny integrates with Salesforce and HubSpot so quotes are created and tracked against CRM opportunities, and subscription and invoice data flows back to the CRM record.
How are multi-year ramped AI deals handled?
Ramps are configured on the quote — a quantity or price that steps up at set dates — and Bunny generates the billing schedule for the whole term from it, including the revenue recognition schedule.