This is what the market got wrong about AI eating enterprise software. Building good software in the past was very hard. Yes, AI has made that a bit easier, though it’s still hard to build something that’s got good taste, differentiated, high quality, secure, and so on.

But nevertheless, that’s only one component of building a platform that enterprises rely on. The plurality of costs in most enterprise software companies is actually on GTM, because at scale most enterprise software categories are tough to break into and need a heavy amount of consultative selling and support for implementation and integration of solutions.

AI hasn’t reduced the need for that, and in many cases requires it even more now, as landscapes get even more busy and complicated for buyers to navigate through. If you make one thing cheaper and more abundant (development of software) then the new problem of discoverability and market differentiation (GTM) becomes the hardest part.

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