Effort is no longer the value story
AI may reduce the effort behind a service while the customer still cares about a measurable business result.
Business Transformation · Draft partner material
AI-first delivery breaks the old commercial model.
AI compresses delivery effort. It can improve capacity, but it does not build the new offer, value-capture method, or pricing model a partner needs next.
Business Transformation helps practice leads, commercial teams, and delivery leaders move from delivery efficiency to a commercially viable AI-first practice.
The partner has to build the new model.
Value-based pricing shifts risk to the partner. Industry knowledge, baseline work, finance alignment, and assurance become part of delivery. A new rate card alone is not enough.
Build evidence before promises
Use lighthouse pilots, paid discovery, value ledgers, and explicit attribution before scaling an outcome offer.
AI Transformation for partners workshop
AI Transformation for Partners (AITP) helps partner leaders plan how AI changes their business: the value they offer customers, how they price it, and the capabilities their organization needs. The workshop turns these questions into priorities and a practical transformation plan.
Choose an interactive session with a facilitator or use the Collaborative Planning Experience (self-serve) at your own pace.
Interactive workshop
Work with a facilitator on a live practice, offer, or customer motion. Develop a baseline, commercial hypothesis, pilot design, and view of the organizational gaps.
Discuss an interactive workshopCollaborative Planning Experience (self-serve)
Explore AI Transformation for Partners independently or with your team. Bring your resulting commercial hypothesis to a review conversation.
https://aka.ms/aitp-cpePricing strategies exercise: Invoice Processing
Explore how to price a fictitious Invoice Processing solution. Use the case-study presentation as your starting point, then compare the economics and risks of alternative commercial models.
Compare pricing strategies
Test cost-plus, subscription, output-based, outcome-based, and hybrid proposals against the same case assumptions. Separate implementation charges from recurring fees and distinguish processed invoices from measured customer outcomes.
Make the commercial case
Use the figures in the presentation to estimate partner margin and customer value. Discuss what changes when invoice volume, processing cost, or solution performance differs from expectations.
Your exercise output
Recommend a pricing model, state your assumptions, and explain who carries each risk. Define the baseline, success measure, attribution rule, and review points needed before making an outcome commitment.
Open the Invoice Processing case studyThis is a fictitious learning case, not a rate card or a promise of customer outcomes. Validate commercial assumptions with finance, legal, procurement, and delivery teams.
Value Capture exercise
This exercise is being developed to help you measure customer value and test the economics of AI-first delivery. The current material is a draft for review.
Value capture is a discipline.
Record the promised KPI, IST baseline, SOLL target, actual result, and delta. Model human, agent, and Services IP inputs. Review what the partner can credibly attribute.
Open the value capture exerciseOutcome pricing needs an organization behind it.
Before the first outcome deal closes, the partner needs measurement instruments, value measurement discipline, and organizational requirements that can hold the promise.
Measure and discipline
Use a Value Ledger and Synthetic FTE model. Set IST versus SOLL for every KPI and price the activity that creates the outcome.
Organize and assure
Build Value Assurance, develop industry focus, and use BPR or advisory to prove process value before pricing the result.
Discuss the commercial transition.
Share a non-sensitive description of the practice, offer, or customer motion you want to test.
Contact the team