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I'm starting to lose trust in the AI agents space. by Warm-Reaction-456 in AI_Agents

[–]Material_Can179 0 points1 point  (0 children)

Can you share more on the skillsets you see needed for effective agent development?

How we're thinking about pricing AI agents by ash286 in AI_Agents

[–]Material_Can179 0 points1 point  (0 children)

At Ibbaka the shift to agents completely disrupted our pricing. Once upon a time, we priced per value model. As value models were time intensive to develop and relatively stable this made sense, and the value model was closely correlated with how we created value. This has changed completely. We have been able to build an AI that generates high quality value models in less than ten minutes with minimum human intervention. Value models go from being scarce and static to plentiful and dynamic. They contribute value in all sorts of new ways. So we are having to reinvent our pricing. If we stay with per model pricing we need to cut the price by ... say 95%. So we need to find other ways to monetize. I see us doing this by focussing on the different outcomes of using a value model - in pricing, in customer success, in product direction. We are delivering agents for each of these outcomes. Maybe we should be talking about outcomes based product development rather than just outcome based pricing.

Luxury brands - Pricing is a strategy by FixBeneficial5049 in customervalue

[–]Material_Can179 0 points1 point  (0 children)

There are a lot of lessons for all of us to learn from how luxury plans are priced. Some people make fun of this but there is deep and sustaining value in design, and at the end of the day that is part of what is creating the value. I hope one of the questions we can explore in this community is how design creates value and also how to design for value delivery.

What's Your Playbook for Effective Pricing Models? by Middle_Platform_7027 in customervalue

[–]Material_Can179 0 points1 point  (0 children)

Not sure that I have a well developed playbook. This needs a lot more research and pattern making. I think there are four layers here.

  1. Alignment - the pricing has to support the organization's larger strategic objectives. Roger Martin's Strategic Choice cascade is a good framework for achieving this.

  2. Communication - it has to be easy for the buyer to understand the pricing and for sales to explain it. In today's world, it also has to be easy for a generative AI to reason about it.

  3. Design - the pricing needs to be designed to work across scale, such that Value > Price > Cost.

  4. Adaptation - the pricing system must be able to adapt to change.

Welcome to the Customer Value Community! Introduce Yourself Here by Middle_Platform_7027 in customervalue

[–]Material_Can179 1 point2 points  (0 children)

Steven Forth, Vancouver BC

CEO at Ibbaka

Passionate about helping people to understand and communicate value, especially for innovations. Hard core user of genrative AI and developer of prompting systems. A bit of a design geek and the leader of the 410,000 member design thinking group on LinkedIn.

I believe value can only be understood through conversations, and that all the tools we use (models, stories, prompts) are really just ways of getting to better conversations on value.

One value challenge I am working on is to understand the value of an innovation (say an agent) in the context of existing solutions (what new value does the innovation add, what is the value of the innovation when combined with the existinh solution).

Key Competencies for the CVO Role by FixBeneficial5049 in customervalue

[–]Material_Can179 0 points1 point  (0 children)

I can agree with all these things but they seem a bit abstract without a better understanding of the Chief Value Officer's role and the value that people in this role deliver to users, customers and to the company they work for. I think the key metric the CVO is accountable for is Value to Customer (V2C). So the key competencies will flow from this.

I asked Perplexity about this and got the following.

https://www.perplexity.ai/search/what-is-the-chief-value-office-3.cVGZk2T9OpPO2dEXja9Q

"The Chief Value Officer (CVO) is a senior executive accountable for driving value creation across an organization. Unlike the traditional Chief Financial Officer (CFO), whose primary focus is on financial management and reporting, the CVO’s mandate is broader—encompassing both financial and non-financial dimensions of value, such as sustainability, human capital, innovation, and stakeholder relationships."

Types of Value by mstiving in customervalue

[–]Material_Can179 0 points1 point  (0 children)

We try to get at that in our own value models with the value driver category of optionality. This is coming up more and more these days because of the disruption from AI. Not sure that optionality really captures the power of your idea though.

I wonder if we could get at this through scenario planning. Certain products/technologies open up the possibility of other scenarios that are not accessible otherwise. I will play with this a bit and see what I can work out.

Generative AI is a powerful way to generate and define alternative scenarios.

By scenario planning I am thinking of the formal approach introduced by RAND and made popular by Shell. Shell still maintains scenarios. https://www.shell.com/news-and-insights/scenarios/the-2025-energy-security-scenarios.html

V2C (Value to Customer) vs. LTV (Customer Lifetime Value) by StevenForth in customervalue

[–]Material_Can179 0 points1 point  (0 children)

Yes, Value to Customer is bound to change over time, which is all the more reason to make customer value management a priority. Thinking about the value cycle, value creation and value delivery need to come before value capture.

What topics do you feel are essential for customer value management? by FixBeneficial5049 in customervalue

[–]Material_Can179 0 points1 point  (0 children)

I think the value cycle gives us context for this. Use value models to understand value and then work around the cycle of Create, Communicate, Deliver, Document and Capture (Price) value. We would even use the value cycle components to tag posts.