Ep. 121 - TSIA on Outcome-Based Pricing: What Actually Works w/ Bo DiMuccio & Peter Fitzpatrick

In this episode of The Professional Services Pursuit, Kantata presents a special TSIA session exploring what outcome-based pricing really means and why most professional services firms misunderstand it. Peter Fitzpatrick, VP of Value Engineering at Kantata, and Bo DiMuccio, Distinguished VP of Professional Services Research at TSIA, explain the difference between outcome-aligned and fully contingent pricing, why hybrid base-fee and performance models are gaining traction, and what firms must change operationally before putting revenue at risk.Why outcome-aligned pricing is different from true outcome-based pricingWhy hybrid pricing models are emerging as the most practical option for professional services firmsHow attribution, telemetry, cash flow, and client readiness can determine whether a model succeedsWhy firms should standardize and productize delivery before pricing measurable outcomesReal-world examples, and a clear roadmap for navigating the transition. Hosted on Acast. See acast.com/privacy for more information.