Value Sold Versus Value Delivered

Varsha contrasts selling the art of the possible with delivering measurable outcomes and iterating metering over year one.

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In this episode of Run the Numbers, CJ sits down with Varsha Udayabhanu of Invisible to unpack what enterprise AI adoption actually looks like beyond the hype. They cover forward deployed engineers, eight-week solution sprints, value-based pricing when outcomes are hard to meter, ARR vs. services revenue, and why “momentum” beats traditional SaaS metrics. A tactical look at trust, expansion, and building durable AI revenue.

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LINKS:

Varsha: https://www.linkedin.com/in/varshaudayabhanu/

Company: https://invisibletech.ai/

CJ: https://www.linkedin.com/in/cj-gustafson-13140948/

Mostly metrics: https://www.mostlymetrics.com

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