True product stickiness in enterprise sales isn't just about one executive champion. It's about multi-threading a solution so deeply into various team workflows (product, engineering, finance) that its removal would cause significant, widespread disruption and pain across the organization.
A prospect's prior, unsuccessful attempt to solve a problem with a general-purpose tool (like ChatGPT) creates the necessary "pain" and education. This makes them more receptive to a specialized, enterprise-grade solution because they now understand the complexities and limitations, leading to a more compelling sales message.
Instead of treating data security as a defensive topic, Glean embeds a security product into its platform. This not only allays fears but creates a proactive value proposition for CISOs, sometimes replacing the need for a separate tool and turning security leaders into the strongest internal advocates.
To build a compelling business case for an AI tool, move beyond a single use case. Interview multiple personas (product, finance, HR) to quantify how many hours their specific tasks currently take. Aggregating this cross-departmental "time tax"—including delays from waiting on colleagues—creates a multi-million dollar ROI that dwarfs the product's cost.