“At least half of the $2 trillion revenue backlog for Google, Amazon, Microsoft, and Oracle traces back to OpenAI and Anthropic,” Bickley said. “This is a narrow base of customers and price increases should be expected and built into any ROI forecasts.” Thus, he said, CIOs should negotiate for shorter-duration contracts while pushing for flat per-seat pricing where possible for larger organizations.
“This market is extremely fluid,” he noted, “so reserving the ability to switch vendors is key to retaining leverage and optimizing spend in a nimble manner.”
However, Arnal Dayaratna, a research VP at IDC, stressed that open source is most likely to influence, if not outright dictate, the direction of enterprise AI for the next couple of years, putting pressure on companies like Anthropic.
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