Демо прошло успешно. Сделка не состоялась.

Оригинал

The demo went well. The deal didn't.

I've been thinking about a simple test for AI startup ideas lately. When you're building something with AI capabilities, it's easy to get excited about what the technology can do. But I'm realizing the real test isn't whether users like the demo. It's whether a buyer can explain it to finance. Can they articulate what cost disappears? Can they justify the budget? If they can't walk into a procurement meeting and make the case, your clever feature will quietly die inside some enterprise org—even