Generative AI solutions are rapidly becoming the need of the hour for every business. Generative AI solutions are innovative, fast, and accurate in solving challenges and streamlining all operations. For large enterprises, already set in their ways, adapting to Gen AI can be quite challenging as they work through considerations such as which vendors to select, what solutions they need, and whether the process should be in-house or outsourced.
Selling your generative AI solution to large enterprises can be a complex undertaking as they involve multiple stakeholders, have a rigorous and relatively slow evaluation process, and want to see a clearly measurable ROI. Although as compared to 2023 there has been a 72% jump in AI adoption, expanding for larger enterprises comes with its more concerns and doubts. The most popular argument used by sales teams for AI integration is that it saves time, which is a common knowledge. But the evolving regulatory landscape adds further complexity to the additional tech requirement and data privacy concerns of large enterprises. However, it is your ability to address the specific pain points of the business that will help you gain the competitive edge in selling your generative AI solution.
Here are four simple but essential tips to position your generative AI solution effectively for large enterprises.
Top 4 Generative AI Solution
Understand and Aim to Address Specific Enterprise Challenges using your Generative AI Solution
Why it matters?
When you are selling to large enterprises, you are selling to groups and not personas. Hence, the first step is to understand the business and the stakeholders that can influence the decision. Large enterprises focus on specific, high impact problems, and customizing your generative AI solutions to the specific needs and aspirations will work better than a generic AI pitch. Focus on tailoring your generative AI solution to the unique challenges of the business.
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How to do it:
- Focus on making the solutions simpler and demonstrate the tangible benefits of Gen AI in their current system, such as cost savings, increased efficiency, or revenue growth.
- For enterprises that are further ahead the maturity curve, focus on the sophisticated Gen AI application, and long-term ROI.
- Not every type of AI solution will work for every enterprise. For large enterprises, AI is not a shiny tool to play with, they need to know the specific use and benefits. For example, if the industry’s need is fraud detection, a machine learning solution will be the best for them.
- Understand the pain points: Spend enough time learning the enterprise’s unique needs and challenges, market trends, and internal challenges and how the benefits of your generative AI solution resonate with their goals. For example, when pitching to a supermarket chain, emphasize on how Gen AI will optimize inventory management, ensure better supply chain, automate marketing campaigns, and personalize customer experience.
- Provide use case demos: Large enterprises need a proof-of-concept presentation for real-world application for the Gen AI that you are pitching. Integrate data from the business’s financial reports, websites, or analysis and use software like retrieval-augmented generation to show them the real-time tailored solution with clear and relevant points.
Build Trust in your Generative AI Through Security and Compliance
Why it matters?
Larger the enterprises, the bigger is their databank, and they hold a lot of sensitive data, the use of which is subject to strict compliance regulation. A World Economic Forum Research has shown that people are instinctively distrustful of rapidly developing technology, as they feel they cannot control it. Therefore, when selling your generative AI to large enterprises, it is important to win their trust by highlighting compliance to security and ethical AI usage.
How to do it:
- Privacy: Be transparent about your data collection and usage practices. Clearly demonstrate how your solution will protect privacy of customer and business data. This is increasing the chances of selling your AI solution.
- Security: Highlight robust security protocols in a simple manner: Explain how our generative AI solution will protect their data from unauthorized access, use, and disclosure by ensuring strong encryption and adhering to enterprise-grade security standards.
- Answer questions about compliance readiness: Explain how your AI tool is easy to manage and maintain and follows regulations like GDPR, HIPAA, or industry-specific standards.
- Trial Run: Give the large enterprise a first-hand experience of your Gen AI solution through trials or pilot programs to boost more trust.
Engage Key Stakeholders across Departments
Why it matters?
Selling generative AI to large enterprises is not about selling the hype; a large enterprise will only spend money on it if they are convinced it is a high-priority business need. Focus on a buyer group approach rather than a personal approach. Decision-makers or stakeholders in big businesses invoice heads from various departments. including IT, Marketing, Sales, Finance, Operations, etc. To close a deal, you must gain a ‘yes’ from all stakeholders. Your pitch will undergo intensive scrutiny and security checks. and the product will have a strong onboarding process, so be prepared to justify the extra effort. For example, statistics like adopting generative AI tools give more than 5% revenue increase in supply and chain management will work in your favor.
How to do it:
- Tailor your pitch: Learn about the stakeholders and customize your pitch accordingly. Each stakeholder will have a different agenda; for example, IT experts will feel more aligned with technical scalability; when pitching to finance heads, emphasize on ROI, etc.
- Identify the internal advocates: Collaborate with people who understand and can vouch for your solution and help you navigate and close the deal. In short, focus on the ‘inside men’ who will be the champions for your solution.
- Offer workshops and trainings: One of the biggest fears of introducing Gen AI in larger enterprises is employee resistance. Offer workshops or collaborative sessions, post-sale support, and demonstrate a strong customer support to establish your generative AI solution across different departments and build employee confidence and trust. Pitch on upskilling.
Emphasize Scalability and Long-Term Value
Why it matters?
Large enterprises look for solutions that can scale as they grow without going through another buying cycle and deliver the same high quality and value over time.
How to do it?
- Clearly demonstrate scalability: Clearly state how your generative AI solution will scale with the business growth. Before pitching, understand the business’s future roadmap, what are their KPIs and then offer a unique value proposition.
- Build flexible pricing models: Instead of insisting on a bundle, offer flexible pricing models to start with. These include subscription-based or usage-based pricing to align with their budgets and future inclusions.
- Demonstrate a long-term vision: Gen AI is not one-size-fits-all solution, and hence the “land and expand” strategy i.e., instead of overwhelming with entire AI tool capabilities, present a roadmap of continuous improvement, such as regular updates, additional features, and future-proofing against technological changes.
- Offer to focus on the most important area first: large enterprises have clearly defined goals and priorities; offer to address one solution at a time; pressing need first and then expansion plans. This way the business will know that you plan to stay.
Conclusion
In the increasingly competitive business landscape, all enterprises are looking for ways to stay ahead of the curve. Using generative AI tools empowers them with faster decision making, better customer understanding and retention, and the ability to offer personalized products and innovations. By demystifying your generative AI tool to the enterprise and demonstrating tangible ROI, you will be building trust and forging a long-term relationship with the large enterprise to be an asset to the enterprise growth.
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