AI Startup/Pricing Models

How does one price custom AI solutions outside of the overpriced models with add on’s that add up quickly?

SAAS with SMB as target. I am passing all costs on resources/integrations on the client while I build custom integrations/relationships.

My idea is stupidly simple but complex. For me to win, I need a thriving small business or growing business to show proof of concept. They are more valuable to me than the short term profit. I’m curious how others present this and break down their pricing? Any help is appreciated! Def ok with offline conversations and collab.