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AMS INTEGRATED PRODUCT, PRICING & STRATOS INTELLIGENCE MASTER
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Primary ownerAMS Pricing & Product Support Team
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Purpose
Connect supplier/product intelligence, pricing excellence, commercial terms, channel intelligence and Stratos methodology into one controlled operating master.
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Chronology
Product intelligence → product/pricing/origin master → comparable products → commercial terms → pricing methodology → official sources → evidence → Stratos workflow.
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Pricing rulePublic price, supplier transfer price, landed cost and AMS market price are separate commercial layers.
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Evidence ruleEvery numeric price, origin, channel/exclusivity claim and commercial term requires dated evidence.
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Exclusivity ruleNever infer exclusivity from the existence of a reseller; require documentary authorisation.
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RFQ ruleFor capital equipment and non-public OEM pricing, record RFQ/project quote rather than inventing a public price.
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RACI / DACI Governance Added
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24_Role_CatalogueRoles and operating responsibilities
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25_RACI_ChartProcess/activity ownership across account, ODS, product, pricing, supply, service and governance
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26_DACI_ChartDecision drivers, approvers, contributors and informed roles
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27_RACI_DACI_GovernanceRules connecting DEM, ODS, account, pricing and governance
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28_Approval_MatrixQuick commercial authority reference
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“Outcome‑Driven Selling”
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It captures the essence of Sales and Revenue Generation without sounding like a branded methodology.
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Other generic equivalents depending on tone and context required
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1. Outcome‑Driven Selling
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Most accurate generic term. Focuses on the result delivered to the customer.
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2. Value‑Led Selling
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Closest linguistic match to ODS. Simple, neutral, and widely accepted.
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3. Impact‑Focused Sales
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Good for technology, consulting, and enterprise solutions.
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4. Solution‑Value Selling
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Useful when the offering is technical or engineered.
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5. Business‑Outcome Selling
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Strong institutional tone — ideal for lender documents, charters, and governance packs.
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6. Value‑Creation Sales
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Good when the sales motion is tied to ROI, efficiency, or transformation.
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Business‑Outcome Selling (BOS)
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It aligns with:
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engineering
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system integration
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OEM
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digital infrastructure
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consulting
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enterprise technology
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