Replay: Buying Services-as-Software™: How to make AI deals that deliver

AI is resetting how enterprises buy and govern services as delivery shifts from people to platforms, focusing on Services-as-Software deals that scale with AI.

In this webinar, HFS leaders  Saurabh Gupta, Nigel Edwards, Ian Maher, and Joe Montrose discussed discuss how AI-first sourcing requires a fundamental redesign of the deal lifecycle. The conversation focused on moving beyond RFP-driven selection and FTE-based economics toward outcome-led, consumption-ready models designed for automation, autonomy, and continuous model evolution—along with the governance and commercial structures needed to make those models work in practice.

Watch the replay + download the presentation

• Watch the webinar replay
• Download the presentation deck
• Learn more about the AI-first Deal Lab

Key takeaways

• AI-enabled delivery breaks traditional deal logic built on headcount and time-and-materials pricing.
• Services-as-Software requires rethinking the full sourcing lifecycle, from evaluation and contracting to governance and renewal.
• Outcome-led models demand performance proof through real use cases and co-design, not slideware.
• AI-ready commercial structures include consumption-based pricing, tiered platform fees, and performance-linked outcomes.
• Static SLAs must give way to continuous assurance for accuracy, drift, bias, and retraining.
• Responsible AI governance needs to be embedded directly into services agreements.
• Escaping the FTE trap is critical to aligning value, risk, and incentives around AI-driven productivity.

Ready to rethink how you buy and govern AI-enabled services?
If you’re negotiating, renewing, or scaling services agreements, HFS can help you design Services-as-Software™ models built for AI-first delivery, outcome-led value, and adaptive governance. Contact us to discuss how to apply these principles to your services strategy.