Enterprise Software

B2B, high-contract-value, long-cycle software — and enterprise AI as its own angle within it

The larger-contract-value counterpart to AI Agency, the same relationship Ad Agency has to SMMA: building and selling software into organizations where the buyer is a committee, the contract runs six to seven figures over multiple years, and the sales cycle is measured in quarters, not weeks. Derives the root mechanism from transaction cost economics — switching costs and procurement overhead, not just budget size, set the price — then works the real buying-committee, RFP, and SOC 2 compliance-review mechanics a self-serve SaaS sale never has to survive, and the honest, sourced case for why custom development is usually the wrong answer. A dedicated Enterprise AI module treats the most-cited 2025 AI-pilot-failure statistic with real tiering instead of either repeating or dismissing it — naming the study, its disclosed methodology, and its own named academic critics side by side. States plainly, with real dollar and headcount figures, that this is the most capital- and team-intensive business model on this platform, and closes with a falsifiable kill-switch framework. Seven modules, thirteen lessons.

45 min of reading