# Value Measurement and Pricing ## Each deployment is measured before it grows The vendor tracks hours saved, cycle time, accuracy and cost. Public case studies from vendors show large cycle-time cuts, for example days to hours. Such claims are not independent. > [!warning] Vendor numbers > A vendor case study picks its best customer and its best metric. Ask for the baseline, the method and the customer name that gives a reference call. ## Pricing question The buyer can pay by seat, by usage, by workflow or by outcome. Each choice moves risk. Outcome pricing moves risk to the vendor and fits a measured-value story. See [[Outcome-Based Pricing]]. ## Why it matters Price must be low compared with the value it measures. It must also cover model cost, which varies with usage. Check gross margin by workflow. ## Related - [[AI Deployment Layer MOC]] - [[Workflow-First Land and Expand]] - [[Evidence Quality and Vendor Claims]]