Seeing more interest in outcome-based deals: Persistent Systems CEO
Persistent Systems is seeing more interest in outcome-based (fixed price) deals than deals that are priced based on time and material, said its chief executive Sandeep Kalra.
Kalra told ET that with the maturing of artificial intelligence (AI) firms like Persistent Systems are building more Intellectual Properties such as the SASVA platform, GenAI Hub and iAURA, and creating greater value for customers. More discussions on the outcome-based pricing model have led to an increase in deals on this model, he said.
“For example, on the SASVA platform in the enterprise software space, we are now picking up deals which are outcome-based more and more,” he said. “Whether it is doing end-to-end sustaining engineering of a product, which is basically nothing but support of a product, we are picking it up and saying it is not a price into quantity. It is basically what is the outcome and service level. Here is where we are taking it on a fixed bid or an outcome kind of thing.”
Though Persistent Systems had been doing outcome-based deals, GenAI has enabled such deals at a much higher scale, according to Kalra. “So, from our perspective, we are seeing more and more interest in outcome-based deals because it’s something where the customer gets more value, and we are able to capture a bit more from a value perspective using our own IP that we are building. That’s how we are differentiating ourselves in the market,” he said.
In outcome-based deals, customers tell IT firms not to price the deals by the input, as to how many
