Sarah Edwards

speaker

444 appearances 2 recordings 2 series first heard Apr 2026 last heard 7 Jul

Sarah Edwards’s voice in public audio — every appearance, attributed to the second.

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Recordings per month over the last 12 months — 2 in all, peaking in Jul 2026 with 1.

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Like I still think there's a lot of people

People say, great, I might come up with this, but I go to a customer.

There was an example where someone said they actually presented options to customers.

So you can have the sort of it price this way or this way.

And actually I think I'll stick with my T and M or my fixed fee, because it feels less risky and cost.

So I don't think it's just about a firm's ready, a customer's ready for some of this change as well.

So I think it's a journey people are going on, but I think it is moving quite quickly.

Quite mixed, but I would say most firms I speak to now, it swayed towards fixed fee.

TNM has become, you know, it's 10%, 20%, but 80, 90% of my work is fixed fee.

I think obviously there's the whole annuity-based services as well, which is important.

So I think we're seeing more mix of that.

Particularly in, I mean obviously services firms within a B2B software.

We work with two types of customers, either your pure play sort of consulting or IT services businesses, but also your services.

firms within B2B software.

I think there's different probably slightly different challenges, opportunities for both.

But particularly for B2B software, I think, you know, it is about that, you know, how do I commercially price this?

How am I building more annuity-based services, you know, as well as becoming important.

Absolutely.

And what's an area we set out to lead the way on.

In fact, I've been talking to some of our large customers on this for a while.

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