Grasping the Model
Jake Jansen co-founded LAVA Technology Services, which focuses on helping enterprise customers procure and implement technology.
He noted that while the enterprise doesn’t necessarily understand the agent model very well, it is quite interested in it.
For example, some prospective customers get confused when they learn that LAVA often doesn’t charge for consulting.
“We tell them how we’re paid and how it’s good for them and good for us. There’s some confusion of, ‘Can I use this?’ Where the procurement teams get involved, and they have to go to all of their executive committees and say, ‘Are we allowed to buy through this type of process?'”
But the answer, Jansen said, is usually a resounding yes.
“I’d say, in the commercial enterprise space almost all of them have no problem whatsoever,” Jansen told Channel Futures.
