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Dharmesh Shah didn’t just build a SaaS company — he helped shape the modern SaaS era.

As co-founder of HubSpot, he took the company from zero to public and played a central role in defining how software is built, sold, and priced. Now his focus is on what breaks when AI agents stop assisting humans and start doing the work themselves.

In this episode of Get Paid, Dharmesh joins Manny Medina for a direct conversation about the next platform shift — and why it’s closer to the dawn of the internet than another product cycle. Manny is the host of Get Paid and the founder/CEO of Paid.ai, focused on how AI companies price, package, and monetise agent-driven products.

They unpack why reasoning models changed everything, why “AI will kill SaaS” is the wrong question, and why the real disruption is the abstraction layer moving up. From the limits of vibe coding to why focus still beats building everything yourself, the conversation goes straight at the uncomfortable decisions founders are avoiding.

Dharmesh also shares how HubSpot is making the transition for real: throwing out the roadmap, resetting parts of the culture, and running HubSpot Next like a startup inside the company to build agent-native businesses that don’t fit neatly into the core org.

On monetisation, he’s blunt: why seats still matter, why credits are inevitable, why outcome-based pricing isn’t always the right answer — and what happens to software economics when agents replace work instead of enabling it.

If you’re building AI products, rethinking pricing, or wondering whether your SaaS model survives an agent-first world, this episode will challenge your assumptions.

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S2E34: AI Pricing Masterclass with HubSpot Founder Dharmesh Shah

Get Paid with Manny Medina

S2E34: AI Pricing Masterclass with HubSpot Founder Dharmesh Shah