We have sat in a great many renewal conversations. The dynamic is almost always the same. The vendor delivered. Service level agreements have been met. And yet the conversation is about price. Not about value. Not about outcomes.
Insights
Outcome Engineering, in practice
Short pieces on evidencing value creation in service businesses. One idea at a time, written for operating partners and the CEOs they back.
The Gap After Ode
Last week Anthropic, Blackstone, Hellman & Friedman and Goldman Sachs officially launched a company called Ode.
The AI Proof Crisis: Why 42% of Businesses Are Walking Away
The Cost of Skipping the Baseline.
You make a claim. The claim is contested. The conversation becomes political. The CFO remains unconvinced. The renewal is at risk…