Finding · The 2026 State of B2B Software Monetization
How many B2B software companies are blocked by their monetization infrastructure?
According to Nalpeiron’s 2026 State of B2B Software Monetization study (n=255 B2B software companies, fielded June 2026), 82% of companies changed their pricing or packaging in the last 12 months, and 52% have delayed, scrapped, or held back a pricing-model change their infrastructure could not support.
Key numbers
| Measure | Share of companies |
|---|---|
| Changed pricing or packaging in the last 12 months (Q4) | 82% |
| Delayed or abandoned a change due to infrastructure (Q7) | 42% |
| Considered a change but pulled back (Q7) | 10% |
| Delayed, scrapped, or held back in total | 52% |
| Never blocked by infrastructure (Q7) | 48% |
Questions Q4 and Q7. n = 255.
What this means
Changing pricing is now routine intent: 82% of companies changed their pricing or packaging in the last 12 months. The difficulty is execution. 52% of companies have delayed, scrapped, or held back a pricing-model change specifically because their infrastructure could not support it, combining the 42% who delayed or abandoned a change with the 10% who considered one and pulled back.
This reframes pricing as an operational problem rather than a strategic one. The ambition to modernize pricing is close to universal, but roughly half of companies have hit a wall that is technical, not commercial. The blocker is the system that has to execute the change, not the decision to make it.
The blocking rate is not uniform. It rises with company size: 50% of companies at $100M+ ARR have been blocked outright, against 33% of companies under $25M ARR. The cost of running monetization on infrastructure that was not designed for it compounds as a company grows.
Methodology
The 2026 State of B2B Software Monetization is based on n=255 product and engineering leaders at B2B software companies, screened for direct involvement in pricing, packaging, or monetization decisions (manager-level and above; 86% director-level or higher). It was fielded in June 2026 through an industry research panel; figures reflect 255 completes as of 19 June 2026. Two AI-inference questions use a reduced base of n=243.
This finding is based on the full sample of 255 responses (survey Q4, Q7).
See the full methodology and every question on the report hub.
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This finding is one cut from The 2026 State of B2B Software Monetization. Get the complete report, all findings, and the full data appendix.
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