I've spent the last two years inside two AI and data businesses — Instacart and Tickr. The pattern I kept seeing wasn't a shortage of impressive technology. It was a shortage of people who knew how to turn that technology into enterprise revenue.
Here's what I've learned:
Enterprise buyers don't buy AI. They buy outcomes.
The companies winning right now are the ones who've stopped leading with their model architecture and started leading with the business problem they solve.
Pricing is where most AI companies leave money on the table.
Usage-based, outcome-based, seat-based — the model matters enormously and most founding teams haven't thought it through deeply enough.
The GTM motion for AI is different.
Enterprise sales cycles are longer than founders expect, but land-and-expand velocity can be faster than traditional SaaS once you're in. Design for both.
The technology will keep getting better. The companies that figure out commercialization first will win.
That's what Tinamou Advisory was built to help with.