USEReady’s Lalit Bakshi on Winning the Mid-Market With Self-Funded AI

In this conversation with CXO XPERTS, Bakshi explains why the firm is now pushing into the mid-market — and why AI, more than pricing, is the real unlock. He discusses outcome-based pricing that removes upfront cost, how contract and invoice data can self-fund an enterprise AI budget, why overcoming organizational resistance comes down to speed of first results, and what a realistic AI adoption roadmap looks like for a mid-sized business.

Q: USEReady built its business serving Fortune 500 and S&P 500 companies. What’s driving the move into the mid-market, and how are you defining that expansion strategy?

A: Our original model was built around large enterprises largely because of economics — we were expensive, and that pricing never worked for mid-sized companies, particularly in India, where we hadn’t yet learned how to engage local enterprises effectively. There was also a simpler logic at play: if large clients were already generating strong revenue, there was little incentive to go downstream.

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