# Value capture and AI-resilient pricing models

## Start with the baseline

Choose one workflow and write down:

| Field | Working question |
|---|---|
| Customer outcome | What changes for the customer? |
| KPI | How will the change be measured? |
| IST | What is the measured starting point? |
| SOLL | What target is being committed to? |
| Activity | Which activity creates the outcome? |
| Inputs | Which human, agent, data, and Services IP inputs are required? |
| Attribution | How will the partner distinguish its contribution from other causes? |

Keep the baseline, target, actual, and delta in a value ledger for the pilot.

## Patterns to test

### 1. Activity-based price

Price the activity that creates the outcome rather than the headcount performing it. Include agent running cost and reusable Services IP as explicit inputs.

**Test:** Compare the activity cost and quality baseline with the current day-rate model.

### 2. Two-tier offer

Use a capex-friendly implementation tier and an opex-friendly subscription or outcome tier. This addresses the customer finance question without forcing every component into one accounting shape.

**Test:** Ask finance and procurement whether the split matches how the customer funds and accepts the work.

### 3. Paid discovery, then outcome pilot

Fund diagnostic, baseline, and process redesign work as a paid discovery. Only then propose an outcome pilot with a defined KPI and attribution rule.

**Test:** Confirm that the discovery produces a decision-ready value ledger, not only a slide deck.

### 4. Hybrid assurance

Combine a stable platform or service fee with a variable amount linked to a measured outcome. Use this while the partner builds evidence and a Value Assurance capability.

**Test:** Set a floor that covers delivery cost and define what happens when the KPI is affected by factors outside the partner's control.

## Organizational gate

Do not close an outcome deal until the partner has:

- a named Value Assurance owner;
- an industry KPI it understands;
- an IST baseline and SOLL target;
- a value ledger and attribution rule;
- a funded discovery or diagnostic path;
- an agreed process for disputes, audit, and review.

The examples are illustrative and require finance, legal, procurement, industry, and delivery review.