You know what's utterly broken about the B2B revenue stack? We've got standards for APIs, currency codes, identity protocols, even AI agents gossiping to each other. Every layer has a neat agreed way to represent itself. But the one thing every single deal actually rests on - the economic value of what you're selling - is a complete free-for-all.
Think about where your value models live today. A spreadsheet someone knocked up for one deal. A slide in a consultant's deck. The heads of two or three people on the team who can actually string together the ROI story. None of it is shareable, none of it is auditable, and none of it travels from close to renewal to the next prospect. Every deal starts from zero. Total insanity.
You see the cost everywhere. Economic buyer asks 'what's the ROI?' and your rep starts improvising. Deal stalls at finance because there's no credible business case. Renewal defaults to discounting because nobody bloody documented what was actually delivered.
And it's about to get worse. AI buying agents are starting to screen vendors - they don't read PDFs or sit through some value-selling pitch. They evaluate structured data. A value model trapped in a spreadsheet is invisible to them.
So a few of us put together an open spec for it. JSON schemas for value models and pricing models, Apache 2.0 licensed, governed on GitHub. A common, machine-readable way to declare value drivers, pricing equations, and confidence intervals that any system - or agent - can read without translation. It's free, and the schemas are live.
This isn't a product launch. It's an open standard. Community's open. Go poke at the schemas if you fancy, or keep rebuilding your value model from scratch every time. Your call.
