ArticlePricing · Applied AIInsights / Where AI creates margin (and where it just creates a discount)
Where AI creates margin (and where it just creates a discount)
AI lowers cost and changes mix. Lead with the cost story and the client asks for the saving. Lead with depth and they pay for it.
AI creates margin in two ways and people usually only count the first. Cost: automating structured work lowers the cost to deliver. Mix: AI lets you sell work you could not sell before, at a price the old cost base could not support.
If you tell the client AI made it cheaper, they will ask for the saving. If you tell them AI made it deeper and faster, they will pay for the depth. Margin lives in the second framing. Protect it by keeping the instrument and the vault proprietary.
Want this applied to your operation?