Posts Tagged ‘Chapter 14: Who Controls Value Engagement?’
ACT II. How Value Actually Forms, Drifts, and Becomes Credible
Topics in this chapter: Vendor accountability (6) · Business cases (3) · Outcome-based pricing (3) · AI ROI (2) · AI governance (1) · Value realization (1)
When Vendors Measure the Value You Get, Keep Your Own Record
Vendors and their partners are building funded programs to define and measure the value their customers get. That is real progress, and it makes the buyer’s own record more important.
Read MoreOutcome-Based AI Pricing Still Lets the Vendor Keep the Count
Outcome pricing now lets the buyer pick what it pays for, but the count still lives in the vendor’s platform, and the event on the invoice is rarely the result the purchase was approved to produce.
Read MoreOutcome-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 MoreThe Vendor Wrote Your Business Case. Nobody Ever Added It Up.
Economics set value in use aside in 1776, and sellers picked it up around 2003, which left the buyer with no instrument of its own.
Read MoreCompanies Track AI Spending but Not the Value It Creates
Accenture’s July report finds AI spend landing on the cost line while the value it creates goes untracked. It names the cause accurately. Its fix, a shared forum, leaves the metered bill where it was.
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 MoreThe Business Case for Your Purchase Was Written Without You
Most buying teams have never met business value engineering, the seller discipline that writes the case for their purchases. An insider explains what to ask for.
Read MoreVendors Now Hire Staff to Define What Success Means for You
A seller-side vendor has made custody of the buyer’s outcome definitions into a permanent staffed role. No equivalent exists on the buyer’s side, and the definitions are being written into the systems that recommend.
Read MoreWhy Buyers Go Quiet With Vendors, and What Gets Through
Sellers treat buyer silence as a wall the right technique will breach. It is a line item. Disclosure costs capacity no buyer has, and only one kind of channel scales.
Read MoreWhen AI Agents Buy for You, the Seller’s Agent Defines Your Needs
Agent-to-agent commerce is being wired with a machine-readable model of the buyer’s value, written entirely on the seller’s side of the table. The buyer’s counterpart artifact does not exist yet.
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