Charging for outcomes — meetings booked, tickets resolved, revenue influenced — aligns you perfectly with the customer. It also fails badly if you can't attribute the outcome cleanly. Use this checklist before committing.
Readiness checklist
- Can you measure the outcome unambiguously? If attribution is debatable, billing will be a fight every month.
- Is the outcome mostly within your control? Don't bill on results that depend heavily on the customer's own execution.
- Can the customer verify it themselves? Self-serve proof beats a number they have to trust.
- Is there a floor? Pair outcome fees with a base platform fee so a slow month doesn't zero your revenue.
- Does it survive an audit? Assume procurement will scrutinize every charge.
Bottom line: outcome pricing wins only when the outcome is measurable, controllable, and verifiable — otherwise you've signed up for a monthly argument.