This path is not a simple repackaging of a new concept. The traditional outsourcing industry has long shifted non-core, standardized, and auditable work within enterprises to professional service providers; the change is that Crosby delivers results directly to companies needing contract reviews, and WithCoverage completes insurance procurement directly for CFOs, rather than selling tools to lawyers or brokers. Customer relationships are rewritten from "service provider - professional" to "service provider - outcome buyer."

The key to the capital path is to first capture outsourcing budgets and then occupy internal workflows. Crosby, WithCoverage, and Rillet respectively target contracts, insurance, and financial closing; their common strategy is not to charge per user, but to integrate documents, rules, approvals, and delivery into billable service units. Improved model capabilities will lower delivery costs, but the moat depends on whether data, system interfaces, accountability, and renewal relationships are controlled.

Historically, SaaS has productized enterprise IT spending through subscriptions; AI native services attempt to further productize professional service fees. Harvey primarily provides legal AI capabilities to law firms, while Crosby directly completes contract reviews and charges outcome demanders, with the distinction being who holds the terminal budget and final delivery responsibility.

This represents a transfer of pricing power: documents, rules, and verifiability reduce the cost for buyers to assess AI outcomes, allowing service providers to shift from "selling experts by the hour" to "selling accountability by results." When results can be standardized for acceptance, model providers and generic software vendors can easily be replaced; only those who control acceptance standards, customer data, and workflow entry points are likely to retain excess profits.

ABAB News · Cognitive Laws

Tools sell functions, services sell results, and results hold pricing power
Verifiable automation deserves scalable trust
Models lower costs, workflows determine profits