Why enterprise AI tools don't sell: customers want outcomes, not 'knowing how to use AI'
sujingshen · x · 2026-10-29
The author argues current AI startups are recycling old SaaS logic: wrapping workflows as Agents/digital employees, selling subscriptions and seats, while actual delivery stays at POC and project work. ROI is hard to quantify, so enterprises get skeptical and churn.
The core claim: enterprises pay for deterministic outcomes, not tool licenses. Embedding AI into existing workflows and reliably delivering a segment of results beats selling access — e.g., if you help a business earn 50% more, they'll happily share 20% of the new profit. For solo builders, IP and paid courses bring short-term revenue, but winning real enterprise deals requires fitting into formal workflows.
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