India, Sept. 15 -- Technology contracts are increasingly being judged by the business value they create, not only by the people, licences or infrastructure delivered. That is putting outcome-based contracts on the agenda for customers and technology partners. But the model works only when both sides agree upfront on what success means, how it will be measured and where accountability begins and ends.

Murtuza Kachwala, Managing Director, Protiviti Member Firm for India, explains why outcome-led models need clear metrics, transparent measurement and shared responsibility.

Start with the business problem The starting point should be the customer's business problem rather than the technology or contract. Partners and customers need to estab...