Finding · The 2026 State of B2B Software Monetization
What are the biggest gaps in B2B monetization infrastructure?
According to Nalpeiron’s 2026 State of B2B Software Monetization study (n=255 B2B software companies, fielded June 2026), the most-cited monetization infrastructure gaps are billing-model flexibility (64%) and real-time usage metering (58%), followed by revenue recognition (46%).
Key numbers
| Gap | Share of companies citing it |
|---|---|
| Billing-model flexibility | 64% |
| Real-time usage metering | 58% |
| Revenue recognition | 46% |
| Entitlement management | 40% |
| Self-serve pricing configuration (no engineering) | 38% |
| Customer-facing usage dashboards | 25% |
Question Q11. n = 255. Select up to 3; shares sum to more than 100%.
What this means
Asked to name their most significant monetization infrastructure gaps, companies point first to the capabilities that modern pricing models depend on. Billing-model flexibility leads at 64%, real-time usage metering follows at 58%, and revenue recognition at 46%. Entitlement management is cited by 40%.
These gaps are not incidental. Billing-model flexibility and real-time metering are precisely what usage-based, hybrid, and AI-driven pricing require to function, so the most-cited gaps map directly onto the pricing models companies say they are trying to adopt.
The list also explains the execution delays seen elsewhere in the study. When flexibility and metering are missing, a pricing change cannot be configured; it has to be engineered, which is why the median change still takes a month or more.
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 Q11).
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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