Resources
Field notes on outcome-based deals, AI monetization, and the commercial infrastructure of trust.
Most companies attempting the shift from seats to outcomes stall at the modeling stage. The economics look promising in a pitch deck, but nobody can answer the operational questions. Here's how to move past the deck and actually ship the deal.
Your company is spending heavily on AI. The board wants to know what you're getting for it. You have dashboards your own team built, metrics your own team chose, and methodology your own team invented. The whole apparatus is, by construction, not independent.
Variable consideration under ASC 606 is not optional math. If your AI or software company is selling on outcomes, your finance team owns a set of disclosures and estimates that your auditor will probe. Here's what they're looking for.
The contract is signed. Your customer is expecting results in 30 days. And right now, you don't have the infrastructure to measure, verify, or settle outcome-based deals. Here's the playbook.