Value Lattice
Outcome-Based Pricing Works Only if the Buyer Does the Measuring
Vendors now sell results priced per outcome. Unless the buyer holds custody of the measurement before signature, an outcome contract pays for whatever the vendor decides to count.
Read MoreSoftware Now Reports Its Own ROI, and the Vendor Keeps the Record
Software is starting to calculate its own realized return from the transactions it processes. If that is the only record of the outcome, the renewal decision is made on the supplier’s number.
Read MoreColorado and the EU Kept AI Disclosure and Dropped AI Assessment
Colorado repealed its AI Act in May and Europe deferred the high risk regime in July. In both cases the duty to disclose survived and the duty to assess did not.
Read MoreAn IT Standard Once Required Saying Whether Investments Paid Off
ISACA once published a standard whose last process required a verdict on whether an investment delivered its value. It no longer stands alone, and the obligation it carried has no home.
Read MoreWhen Buyers Define Success First, Sales Conversations Change
Sellers convene the value conversation, host it, and keep the record. Inside a governed system the geometry reverses: the buyer defines value first, and the seller operates inside that definition.
Read MoreMost Companies Set Goals for Purchases and Never Check Them
Define, evidence, verify, correct. Most organizations run the first arm well and stop. An open loop leaves every purchase downstream of it running on trust rather than record.
Read MoreEvery Tool in a Bloated Software Stack Passed a Business Case
Every tool in a bloated stack passed a business case. None passed a test nobody set: what the money must do, what evidence proves it, and the date someone checks.
Read MoreIndustry Roundtables Can’t Define Value for Your Purchases
An invite-only gathering of senior value leaders can settle what trusted outcomes mean for the people in the room. Only a standard the buyer publishes settles it for everyone who was not invited.
Read MoreThe New AI Economics Standard Measures Labor Replaced
A standards body for AI economics now exists. Its opening measure of value is the share of work done without a person, which prices substitution and never asks whether the promised outcome arrived.
Read MoreEvery Executive Claims to Sign Off on AI Purchases
August survey data shows every executive seat naming itself the signer of AI purchases, while unowned decisions double one level down. No assignment exercise settles contradictory claims. A buyer’s record does.
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