Asana Pivots to Consumption Model With AI Agent Platform

Asana is preparing to launch Agentic Work Management, a platform that represents a fundamental shift in how the company packages and prices its collaborative work management software. Chief Financial Officer Aziz Megji announced the move at a Piper Sandler conference, describing it as a transition from pure subscription revenue to a hybrid model that includes consumption-based pricing.

The new approach builds on Asana's Enterprise Work Graph architecture, which connects people, tasks, goals and organizational context. Megji said this infrastructure becomes more valuable as companies deploy AI agents that work alongside human employees.

"We have been a company that has really been focused on seats and subscriptions, and now the new Asana is really around both seats and subscriptions and consumption and outcomes," Megji said, according to details first reported by AI Watch.

Why it matters

Asana's shift to consumption pricing signals how enterprise software companies are adapting business models to accommodate AI workloads that don't fit traditional per-seat licensing. The move could pressure competitors to follow suit while creating new revenue streams tied directly to AI usage and business outcomes rather than headcount.

AI adoption drives retention gains

Megji characterized Asana's second quarter as strong, with improvements across all three reported net retention rate cohorts. The company's largest customers showed particular strength, with their four-quarter average net retention rising to 98% from 96%.

AI product adoption appears to be driving those gains. Twenty-five percent of customers spending at least $100,000 annually now use an AI product, and those customers demonstrate stronger retention and expansion patterns than the broader base.

The Americas business returned to double-digit growth for the first time in two years. Current remaining performance obligations accelerated to 11% growth from 7% in the prior quarter, which Megji described as a leading indicator for enterprise and mid-market performance.

Mixed signals across customer segments

While enterprise metrics improved, Asana continues facing pressure in its product-led growth business among customers spending less than $5,000. This segment has shifted toward smaller customers outside Asana's target industries, a mix that carries higher churn and lower expansion rates.

Overall net retention stood at 97%, marking the fifth consecutive quarter of improvement. Customer cohorts spending $5,000 or more and $100,000 or more were trending at or above 100% net retention during the quarter.

The divergence between enterprise strength and small-customer weakness suggests Asana's strategic focus on larger accounts and AI-enabled workflows is taking hold, even as it sacrifices some volume in lower-value segments.

The details were first reported by AI Watch.