Chakkarapani: Enterprise pitches should lead with value and capabilities, not AI
Karthik Chakkarapani · What Startups Can Learn from a $1.7B Co. Chief Information Officer | Karthik Chakkarapani · Jul 11, 2025 · at 27:42
Zuora CIO Karthik Chakkarapani explains how AI startup founders should structure enterprise procurement pitches without relying on buzzwords.
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“I tell the founders and whoever is coming and pitching, I give them some advice. Talk more about the value. Because a year ago, we were not very familiar with Agent TKI. I think people are not familiar what Agent TKI can do. Right? You may want to do a subtle mention, hey, powered by this, but focused a lot more on What capabilities are you having and how is it helping my problem or the use case needs? And then you can talk about technology and all those other things, right?”
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