Comment by sys13

SaaS vendors do these business value assessments, which are useful to the executive buyer and the vendor. The issue I find with them is customers don't want to do them in collaboration with the vendor since the vendor will use that to justify higher prices. 'Outcome' and 'business value' seem somewhat synonymous - so maybe need to focus on the business value more closely (and all the modelling that goes into that). I don't know if all of the billing needs to go through this, but perhaps discounts or bonuses could - at the very least helping with retention.