The new enterprise AI sales playbook: services as the Trojan horse, per Palantir
ai · x · 2026-11-04
A take on how AI companies should sell to enterprises, distilled into three moves:
- Services as the Trojan horse: companies will let a few smart humans in long before they'll buy software they don't understand.
- Ground-truth data capture: record workflows nobody wrote down — the weird exceptions and workarounds are exactly what generic AI gets wrong.
- Expand margins through software & hardware: every new customer should need fewer of your people than the last.
The author notes Palantir was dismissed as a consulting firm for years for running exactly this playbook — and it worked.
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