Fujitsu has revealed its policy to transition its billing system from the traditional "man-month model" used in IT services to "value pricing," where fees are determined based on the value the customer receives.
Pricing & LimitsFujitsuChief Risk Officer
Fujitsu to Shift IT Service Billing Model, Introducing "Value Pricing" Based on Results Through AI Utilization
This article is a translation. Read the Japanese original
The company's CRO (Chief Risk Officer) explained this policy during "FUJITSU IR Day 2026," held on September 16, 2026, as a new way of delivering value in the AI era.
The traditional model was based on the time and number of personnel (man-months) required for tasks. However, as the introduction of AI improves work efficiency, there is a challenge where a reduction in workload leads directly to a reduction in revenue. In response, Fujitsu will move toward a model that links pricing to "value," such as the results generated by AI and the level of contribution to the customer's business growth.
Looking ahead to a future where business automation advances through the use of generative AI and other technologies, the company aims to shift toward a model where they receive compensation for the results achieved through supporting customers' DX (Digital Transformation).
Sources
- 富士通が脱人月モデルへ CROが説く「AI時代のバリュープライシングへの転換」とは （ITmedia AI+、2026-09-28）