Posts Tagged ‘The Value Standard’
Most Firms Claim an AI Return Without Knowing the Cost
Ninety-eight percent of executives report a return on their AI. Twenty-six percent can see what it costs. A return without a denominator is an impression, not a ratio.
Read More‘Unit Economics’ Means Something Different to Buyers and Sellers
Boards, finance teams and vendors all say unit economics. Each one means a different cost basis, and the buyer that waits for the vendor’s definition has already conceded the measure.
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.
Read MoreHow One Gartner Figure Changed Meaning in Business Cases
A number restated three times is not three sources. One Gartner figure inverted its meaning in two public steps, and the buyer’s own evidence file is where the standard applies first.
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 MoreVendor Total Cost of Ownership Models Miss Your Biggest Costs
A TCO model prices what its author can see. The costs that decide the outcome live on your side of the table, and they do not behave like line items.
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 MoreAn ‘Open’ Standard for Value and Pricing Models Is Vendor-Run
A specification for computable value models is free, open, and properly licensed. Its governance still sits with a vendor whose commercial thesis is on the roadmap. A free license settles who may use it and leaves open who decides what it says.
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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