Why Most Enterprise AI Pilots Never Scale and How to Fix It
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Why Most Enterprise AI Pilots Never Scale and How to Fix It
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Enterprise AI startups don’t fail because the tech is weak. They fail because they sell the wrong way.
In this episode of the Alchemist Influencer Series, Ravi Belani sits down with Gnani Palanikumar, former Head of Product at Apigee (acquired by Google for $725M) and chair of Alchemist’s GenAI track.
Gnani shares a tactical, operator-level playbook for turning AI pilots into real enterprise adoption.
They discuss:
Why traditional enterprise org structures break AI deployments
The mismatch between 2-year AI cycles and 12-month buying cycles
Why founders should sell at the department level, not enterprise-wide
How to find pre-approved budgets and avoid multi-stakeholder gridlock
The “4-week proof” tactic for voice AI in financial services
Why domain expertise and fractional operators matter
How to identify whether a company is AI-native or stuck in SaaS thinking
Why AI projects must deliver value within a quarter
Gnani’s 5-word takeaway says it all:
Lead with trust. Deliver proof.
If you’re building enterprise AI, this episode is pure tactical insight.