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How AI-Era Pricing Is Reshaping Finance Operations

Usage-based and hybrid pricing models are changing how B2B companies generate revenue — and creating new headaches for the finance teams behind them.

Tabs co-founder Rebecca Schwartz and PwC Partner Amit Dhir sat down to unpack exactly what that means in practice: how pricing model decisions ripple into revenue recognition, forecasting, and financial ops — and what it takes to scale without piling on manual work.

Watch the on-demand recording to get practical frameworks, real-world examples, and a clear path to operationalizing usage-based revenue — including a forward-looking take on how AI will reshape financial workflows. If your team is navigating pricing complexity heading into the back half of the year, this is worth an hour.

Thomas Tornatore, Fellowship Intelligence

This week's issue is a guest piece from Thomas Tornatore, Founder and Managing Director of Fellowship Intelligence. He works closely with Chiefs of Staff on exactly this problem: knowing what AI your organization is actually running, before someone makes you produce the list. Over to Thomas.

THIS WEEK'S BRIEF

I asked a founder last month where AI was being used inside her company. She had a polished AI policy. She couldn't answer the question. The policy described what people were supposed to do. I was asking what they actually did. Those turned out to be two different companies. I keep coming back to this because the chief of staff is usually the only person positioned to close that gap, and usually the last one asked to.

THE USE CASE

The problem: a leadership team I worked with had "an AI policy" and no idea which tools their people actually used. Marketing was pasting customer lists into a free assistant. Finance was running board figures through a browser extension nobody had vetted.

What I tried first: a survey asking teams to self-report their AI use. It came back almost empty. People don't report what they don't think of as a decision.

What worked: I stopped asking what tools they used and asked what tasks they'd handed off. "What did you do this week that you'd have done by hand a year ago?" I mapped each answer to a tool, a data type, and an owner. The inventory built itself from the real work.

What I'd do differently: run it task-first from the start, and timebox it to one afternoon. The first draft should be incomplete.

THE PROMPT

Context: you're a chief of staff or ops lead with a rough list of the tasks your team has started doing with AI, even a messy one, and the tools you think they use. You want a first-pass inventory you can take to leadership.

I am building an AI-use inventory for my team. I will paste a list of tasks we have started doing with AI and the tools I think are involved. For each item, return a table with: the task, the likely tool, the type of data it touches (public, internal, customer, regulated, or unknown), who most likely approved it (or "no one identified"), and who owns the output if it turns out wrong. Then flag the three entries that carry the most risk and tell me, for each, the one question I should ask the person doing it. Do not soften the gaps. If ownership is unclear, say so. Here is the list: [paste].

When to use it: before a client or your own board asks you to produce that list.

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THE SIGNAL

FINRA's 2026 Annual Regulatory Oversight Report identified the artifacts firms should maintain when using AI: prompt and output logs, model version records, and human-in-the-loop review documentation. A chief of staff should read that as a preview of their own exam. Read the report.

THE RESOURCE

The NIST AI Risk Management Framework. It's free and readable, and you don't need to adopt it all. Borrow one idea: govern AI by use case. The tool will change. The use is what you actually supervise. That's the move the inventory above makes, and it survives the next tool your team adopts without telling you. Read it here.

Thanks to Thomas for this one. If it's useful, forward it to a Chief of Staff who needs the list.

Until next week,
Stephanie

CoS Signal, by the AI Empowered CoS

P.S. This issue was written by Thomas Tornatore. The ideas, frameworks, and words are his own. AI may have assisted with drafting or editing.

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