Outcome services. Do you predominantly sell prepaid or deferred engagements? Do you give customers the choice or provide incentives/disincentives?
We try the incentives models, however what we most see in the market is customers still defining penalties for lack of service. It has to be a long change. Vested Outsourcing could be a lead, but I see chances of it to happen in renewals rather with new deals: https://www.amazon.com/Vested-Outsourcing-Five-Rules-Transform/dp/0230623174