In this webinar, IBRS advisor Peter Barta discusses B2B commercial excellence, particularly concerning intangible assets like data, intellectual property, and algorithms in the tech industry. This discussion includes understanding value creation and capture, strategic value realisation (SVR) with outcome-based procurement, commercial excellence beyond price, strategic early market engagement, operationalising cost modeling, aligning AI cost drivers and pricing mechanisms, implementing performance-based contracting, internal stakeholder alignment and governance, mitigating risks of value leakage and coopetition, fostering long-term partnerships, and transitioning from vendor management to value orchestration.
He concludes by summarising the key themes: adapting procurement, outcome-based contracts and pricing, collaboration and coopetition, transparency, and encouraging the application of SVR frameworks through early engagement and modern cost governance.
Watch the full webinar and download the presentation kit to learn how to drive innovation and build lasting, high-value partnerships in the digital age.
