Gokul Rajaram Says Enterprises Buy Outcomes, Not Tokens, in AI Sales
Gokul Rajaram endorses Databricks CEO Ali Ghodsi's view that enterprises lag in agentic AI adoption because models lack organizational context. He argues Palantir and Sierra win by selling and pricing on business outcomes.
Original post · 1 min read
In addition, I think one of the key reasons for lagging enterprise AI adoption is that F500 enterprises don’t buy tokens. They buy business outcomes.
Palantir and Sierra are arguably the fastest growing enterprise AI applications companies (outside of the labs). Both sell business outcomes and price on outcomes.
If you’re selling tokens to F500 enterprises, you’re DOA.
Mike Fishbein @mfishbeinDatabricks CEO @alighodsi went off on @a16z pod about enterprise AI adoption:
"They're just so far behind in the adoption curve of actually automating things and getting value out of this stuff."
Ali says most companies are still just using chatbots. There's hardly any agentic transformation.
Why is that?
"The models are smart enough, but they just don't have the context that exists inside of any organization."
"They have not been in every meeting. They don't know what's in everybody's heads. They don't know all the processes."
"If you just fused that and gave that context into the AI mo…

