September 22, 2026 | 12:00-1:00 p.m. ET
Vice President, Value Engineering at Workforce Software, an ADP company
Director, Databases, Apigee, & Looker
Vice President, Sales & Customer Success at Ecosystems
The B2B technology industry is in the middle of a full operating model shift. AI-driven products are doing more of the work on behalf of customers, and the seat-based and utilization models on which GTM organizations were built are breaking down.
The new mandate: sell measurable outcomes, operationalize proof, and continuously validate value.
That shift has a name: the Outcome Economy. And it raises a harder question.
If outcomes are the currency, who defines them? And is everyone in your organization using the same definition?
In most organizations, they are not. Sales describes value as capabilities. Customers describe it as business impact. Partners describe it as implementation milestones. Nothing connects. That misalignment has a name: value anarchy.
The Outcome Ontology is the solution — a structured, common language for defining and tracking outcomes across every function, and the first pillar of the Value Operating System (Value OS). When it is in place, organizations can assess deal-level outcome readiness, track value maturity, build the telemetry that proves results, and commit to outcome-based commercial models with confidence.