What Enterprise Buyers Really Care About: Checklist for AI/ML Software Vendors from AI Leaders

In today’s rapidly evolving tech landscape, the ecosystem of AI and ML vendors is becoming increasingly crowded and fragmented. With inboxes inundated by a constant stream of commercial solicitations, it’s a challenge for any AI vendor to stand out and make a meaningful connection.

To cut through the noise, we turned to three top AI leaders from large enterprises and asked them to share their insights on how vendors can successfully partner with them. Their advice provides invaluable tips for sales teams looking to forge strong, productive relationships with enterprise clients.

Below, we delve into what truly matters to these top AI Leaders.

Engagement Checklist for any ML/AI vendor:

• Do your homework and know your customer
• Understand the customer’s reality to identify shared pain and problem diagnosis
• Ensure the ROI is evident, as only a few projects get prioritized
• Present your solution in an environment representative of the customer’s reality
• Make a compelling case for easy deployment
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We asked the AI leaders one question:

What tips do you have for vendors to improve collaboration and partnership with you?‍

1. Know Your Customer and Diagnose Problems

Effective collaboration starts with a deep understanding of customers. “You have to know your customer, and vendors have to do the same thing with us,” said Philip Denkabe. Just as AI teams work tirelessly to grasp the needs and pain points of their internal business units and end customers, vendors must mirror this effort. A profound understanding of AI leaders’ needs, challenges, and goals is the bedrock of fruitful partnerships.

But knowing your customer is just the beginning. Vendors must also share in diagnosing problems. “Be willing to diagnose the problem before you sell the solution fully,” Philip advised This approach, rooted in empathy and thorough understanding, not only builds trust but also paves the way for more successful outcomes.
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2. ROI and Value-Added Considerations

In an era where every dollar counts, the significance of ROI and value-added considerations cannot be overstated. “In the current environment, people make buy versus build decisions based on ROI and the value added,” said Khatereh Khodavirdi. Vendors must be ready to articulate their solution’s flexibility, integration capabilities, and overall value proposition. Clear, compelling answers about how a solution delivers tangible benefits, streamlines operations, or offers cost savings are not just nice to have — they’re essential.

Given that only a few projects get prioritized, it’s crucial for vendors to align closely with these high-priority initiatives or recognize when to move on to another customer. This focus ensures efficient use of resources and maximizes the chances of successful, impactful collaborations.

3. Holistic Integration and Easy Deployment

The importance of holistic integration was also emphasized. Vendors should steer clear of presenting their solutions in isolation. “Whatever solution you’re developing, avoid presenting it in isolation. Understand how it integrates with the broader ecosystem,” Khatereh advised. The goal is clear: make life easier for end-users by demonstrating how the solution simplifies processes, enhances productivity, or solves specific problems within the existing infrastructure.

On the practical side of things, making a compelling case for easy deployment is crucial. “Make a compelling case for easy deployment. Whether on-premises or in the cloud, the effort to set it up should be straightforward,” stressed Kartik Khanna. Clear documentation, robust APIs, and straightforward integration processes are critical factors that can significantly influence decision-making.

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Final Thoughts

In a tech landscape where the AI and ML vendor ecosystem is increasingly crowded and fragmented, standing out and forming meaningful connections is no small feat. The insights shared by top AI leaders reveal a crucial truth: success in this space hinges on being deeply customer-centric and prioritizing the human relationships behind the technology.

By truly knowing your customer and understanding their unique challenges, vendors can build trust and create solutions that genuinely address their needs. Diagnosing problems collaboratively, emphasizing ROI, and integrating seamlessly into existing ecosystems are all part of this customer-focused approach.

Ultimately, technology is only as effective as the relationships it supports. By fostering genuine, empathetic connections and focusing on the people behind the tech, vendors can not only improve their chances of success but also contribute to more meaningful and impactful partnerships. In an ever-evolving industry, the potential for mutual success is immense when vendors place humanity at the heart of their strategies.

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By Remy Thellier & Alexander Gorgin