Your service vendors are being rebuilt around AI
Six questions for the renewal
When the challenger shows up — or your incumbent reprices to match — these are the questions I would put on the table. They come down to one thing: Making sure you, not the vendor, own the number.
- Definition, baseline, guardrails. Make “resolved” mean what your users experience, measured against a baseline you have captured yourself, and tie it to metrics you own — first-contact resolution, reopen rate, time-to-resolution. Expect procurement to resist because pinning this down slows the deal. Hold the line; it is the whole ballgame.
- Real agent, or agent washing. Gartner reckons only a sliver of self-described agentic vendors are the genuine article. Make them prove it: Production resolution on accounts like yours, and the human-escalation rate sitting behind that number. Not a demo.
- Auditability, as a gate. SOC 2 at minimum, increasingly ISO 42001 or NIST AI RMF alignment, plus model cards, decision logs and an incident-response plan they have actually tested. If they can’t show how data is walled off between their acquired entities, or how an agent’s decision gets traced, they aren’t ready for anything regulated. This belongs in the shortlist criteria, not the post-mortem.
- Where autonomy stops. Decide which actions an agent can take alone and which need a human, how it hands off with context and who is accountable when it acts on its own. Put names against it before go-live.
- The exit. An embedded agent platform gets stickier than the staffed incumbent it replaced, faster than you would think. Lock down data portability, knowledge-base ownership and a way out while you are still the one with leverage.
- Capacity, not just cost. The best outcome here often isn’t a smaller bill. It is the demand that your old service levels were quietly turning away. Nobody answered the tickets. The cases that aged out. Ask what fixing that is worth before you optimize purely for headcount.
The move
Outcome pricing is where this lands, and on balance, that is progress. But in the near term, it hands the advantage to whoever can measure the outcome — and in most shops, that isn’t the buyer. The edge isn’t picking the cleverest challenger or the safest incumbent. It is being able to hold any of them to a result, on your numbers. Look again at why Gartner thinks so many of these projects die: Not the technology — cost, fuzzy value, weak controls. Our side of the table. So, start there. Take one high-volume, measurable workflow, pilot it against a baseline you own, instrument it with your own metrics, and treat the muscle you build doing that as the real deliverable. Get it right and the pricing model stops mattering. Skip it, and you have just agreed to pay for someone else’s definition of done.
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