Today, I presented at SaaS Metrics Palooza 2025 on the differences between selling work and selling software. I’d like to thank my metrics brother, Ray Rike, for inviting me to speak and I’d like to thank everyone who attended the session.
Topic covered include:
- Defining outcomes
- Contrasting outcomes vs. usage
- The outcomes stack and intermediate vs. end outcomes
- How a dating site would price based on outcomes vs. subscriptions
- The basic trade-offs in selling subscriptions vs. outcomes
- How to capture value created and share it between the vendor and customer
- How selling outcomes can (radically) expand the total available market (TAM)
- Jevon’s Paradox and what happens when we make things radically cheaper
- Selling virtual humans vs. jobs-to-be-done
- A long list of links to references for additional reading
You can download a PDF of the slides here. You should be able to see a recording of the session here. (Frankly, I’m not 100% sure that link will work, but you can try.) And I’ve embedded the slides below.
