Commercial Model

What this category covers

How we price, quote and bill: the commercial mechanics that determine whether efficiency gains reach our margin or leak straight to the client.

Feature Billing was the most important structural change SOLTECH has made in years. It broke the link between our revenue and our hours, which is precisely the link AI is dissolving. It is also a half step, because the quote is still derived from an estimate of effort, and that estimate falls every year as clients learn what AI can do. The strategies here are about what comes next, before the runway Feature Billing bought us runs out.

Strategies

Strategy	Description
Move pricing off the labor estimate	Price against the client's alternative cost, the value delivered, or a packaged outcome, rather than against a quoted estimate of hours that shrinks every year.
Make estimate accuracy a managed discipline	Under fixed price a bad estimate is a loss rather than a conversation. Track estimate versus actual, review it, and treat it as a core operating measure.