Microsoft partners are being pushed toward outcome-based pricing. And for most, the model does not hold up yet.

It only works when the outcome is measurable, attributable to your work, and under your control. In a typical implementation, adoption and change management sit on the customer's side.

The good news is: you don't have to wait for the pricing model to catch up. You can build the value story now, and you should build it early.

Because every buyer comparing vendors is already asking one question about your offer: are you worth it? Are you worth their money and time?

This session shows you how to answer it. You'll leave with W.O.R.T.H., a framework for building your value story as a business case:

* W (What Hurts): the problem, and the cost of leaving it unsolved
* O (Outcome): what changes, and the metric that proves it
* R (Return): what they get and what it takes to get there
* T (Track Record): proof it has already worked for someone else
* H (How You Charge): terms that lower risk and friction

The partners who win are not the ones with clever messaging or the boldest promise.

They are the ones who can show that the promise has proven value with clear outcomes, folded into a story that holds.

Who is this for: Executive leadership, Sales and Marketing, and ISVs building or repackaging a solution offer.