The more useful distinction is whether the value AI creates remains governable as systems scale, drift, and fail. Boards get into trouble when optimization outpaces accountability and advantage quietly converts into exposure.
Thank you for the shoutout. I learn a lot about value modelling from your work. I look forward to your reviews of the emerging value modelling agents.
It would be interesting to construct a classic scenario planning view of the future impact of AI on pricing. What are the two key critical uncertainties that we would use to structure this?
But the most important, how do we make the adoption of AI in pricing a positive sum game for buyers, sellers and society as a whole.
One thing that generated value models do is make what was once scare plentiful. Value models used to be scarce and expensive. No one created all of the value models that one really needed (For example, how many companies have value models relative to each of the competitive alternatives?). Value models will be abundant, easily configured and dynamic (updating in near real time). What will that change?
Thanks for your note Steven. Developing trust is perhaps the biggest challenge here. Very few if any customers will accept a value case at face value. Acceptance depends on how much trust the vendor's customer facing team develops, and currently this is dependent on developing good customer relationships. That unfortunately takes time. I really doubt that an automated agent can pull this off, so the best we can do in the near term is to make sure human sales teams use more and more AI-assisted value models so customers get used to them.
I completely agree that a value based approach is built on trust. I would add that trust is based on transparency and on showing you are committed to a win-win. Now that I am in a position to choose what work I do I am filtering out people who are not interested in building a trust based relationship and who are too transactional.
I think where things are changing is on the early stages of the buying process that are increasingly mediated by AI one way or another.
The more useful distinction is whether the value AI creates remains governable as systems scale, drift, and fail. Boards get into trouble when optimization outpaces accountability and advantage quietly converts into exposure.
Thanks for your comment Benta! You raise a good point about the legal risks of deploying agentic ai
Thank you for the shoutout. I learn a lot about value modelling from your work. I look forward to your reviews of the emerging value modelling agents.
It would be interesting to construct a classic scenario planning view of the future impact of AI on pricing. What are the two key critical uncertainties that we would use to structure this?
But the most important, how do we make the adoption of AI in pricing a positive sum game for buyers, sellers and society as a whole.
One thing that generated value models do is make what was once scare plentiful. Value models used to be scarce and expensive. No one created all of the value models that one really needed (For example, how many companies have value models relative to each of the competitive alternatives?). Value models will be abundant, easily configured and dynamic (updating in near real time). What will that change?
Thanks for your note Steven. Developing trust is perhaps the biggest challenge here. Very few if any customers will accept a value case at face value. Acceptance depends on how much trust the vendor's customer facing team develops, and currently this is dependent on developing good customer relationships. That unfortunately takes time. I really doubt that an automated agent can pull this off, so the best we can do in the near term is to make sure human sales teams use more and more AI-assisted value models so customers get used to them.
I completely agree that a value based approach is built on trust. I would add that trust is based on transparency and on showing you are committed to a win-win. Now that I am in a position to choose what work I do I am filtering out people who are not interested in building a trust based relationship and who are too transactional.
I think where things are changing is on the early stages of the buying process that are increasingly mediated by AI one way or another.