The Gap Between What AI Vendors Promise and What Enterprise Buyers Actually Get

Short summary

Enterprise AI procurement often disappoints because vendors' demos run on clean data, curated queries, and expert users—conditions production environments don't replicate. Reference customers are positive-bias samples; seek non-references for candid feedback. Renewal pricing commonly differs from signing pricing due to switching costs and market shifts; model renewal scenarios explicitly before integration depth increases lock-in risk.

• •Demo environments use clean data and curated queries; production reality differs significantly
• •Vendor-provided reference customers are positively-biased; seek candid non-references
• •Renewal pricing and switching costs often exceed initial estimates; plan renewal scenarios in advance

Generated with AI, which can make mistakes.