Before You Buy More AI, Check What You’re Already Paying For

A few months back I was sitting with a mid-market company leader going through their software spend. Roughly two million dollars a year, not a small number for their size. When we actually checked, close to forty percent of the licenses hadn’t been used in months. Two vendors had also gone back to old pricing after a renegotiation the year before, and this had gone on for three billing cycles without anyone flagging it. Nobody had lied. The payments were going out on time, the dashboard looked fine, and that was that.

I keep having some version of this conversation with mid-market leaders across India, and it usually starts as a conversation about AI and ends up somewhere else. Everyone wants to move faster, most already have a pilot going somewhere, but ask what it has actually done for the business and things go quiet. More often than not it’s the CFO who says something first, usually along the lines of, “… so what are we actually paying for here?”.

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