Writing
Pricing, proof, and the chain between what you sell and what your customers actually get.
Per-seat and per-hour pricing worked because usage was a fair proxy for value. AI is breaking that proxy, and BPO already showed how slowly a shift like this really moves.
Forty minutes with an enterprise leadership team, and they couldn't connect their offer to an outcome their customers care about. That's the norm, and it breaks in the same four places every time.
An eight-figure BPO contract, days from signature, that we walked away from. And why the gap that killed it is usually visible long before anyone signs.
AI is supposed to make outcome-based pricing scalable. The commercial questions it raises were being asked, and answered, twenty-seven years ago.
Know exactly where you are, and what your first move should be.
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