Which AI startups actually land enterprise contracts? — Brian Lewis, Millennium
Brian Lewis, who procures AI solutions for a hedge fund, analyzes why so few AI startups successfully sell to enterprises.
Of one hundred demo calls, only five result in contracts. He identifies concrete problems: security that doesn't deliver on its promises, integrations requiring overly broad access, poor audit logs, and vendors unable to explain what happens during security breaches. His main point is that this is not an AI problem but an architecture problem — new AI models are released every eleven days, but the underlying infrastructure is ten years old, and approximately 60 percent of the work to become "AI-native" involves permissions, integration, and change management, not AI itself.
Vibekollen prepared this summary with AI from the original publication. The content belongs to AI Engineer.
