Three checks that tell you more than a funding announcement or polished demo.
Last week, we looked at controlling model changes and deciding what information should—and should not—go into an AI system. This week’s question comes one step earlier: Will the vendor be around long enough to support what you build?
Big-name backing can be reassuring. A strong demo can be impressive. Neither one proves that a product is commercially stable.
Ask about the business behind the product.
Investor logos tell you who supplied capital, not whether customers are paying for the product. Ask how much of the company’s revenue comes from customers, how long it can operate without another funding round, and what happens to your deployment if a major partner steps back.
Look for production—not presentation.
A demo proves the technology worked once. Reference customers show whether it works on a busy Tuesday when volume jumps and an integration hiccups. Ask whether the product is running at scale for organizations like yours, then speak with at least two of those customers.
Plan the exit before the entrance.
Even a capable vendor can be acquired, change direction, or disappear. Before signing, confirm that you can export your data, configurations, and workflows. Lock-in is easiest to address before you are locked in.
Three questions worth asking
- Who is paying for the product today?
- Who is using it in production at a scale like ours?
- If we leave, exactly what can we take with us?
One useful step this week:Â Ask a shortlisted vendor to introduce you to two customers in your industry and walk you through the export process. The answers will tell you more than the investor slide.
Bonus tip: When you speak with a reference customer, ask what happened during their worst month with the product—not only what they like about it. You will learn more from the recovery story than the success story.
Evaluating an AI vendor right now?
Ian would be glad to compare notes on the questions worth asking before a pilot becomes a long-term commitment.
Talk with Ian: Schedule a Conversation with Ian
