Charlie Warren
speaker
178 appearances
1 recordings
1 series
first heard Jun 2026
last heard 3 Jun
Charlie Warren’s voice in public audio — every appearance, attributed to the second.
Trend
recordings per month · last 12 monthsRecordings per month over the last 12 months — 1 in all, peaking in Jun 2026 with 1.
Appearances
but it can quickly overwhelm your ability to serve them and you won't be able to build the product to scale.
You'll be stuck using humans.
It is a literal trap.
Our advice here is to cap your first pilot customers to a small handful.
Resist the temptation to sign too many too quickly.
Assuming you avoid this early demand trap, pre and post sales looks pretty different too.
You have to sell outcomes, not seats or tokens.
The pilot is the product.
For the first handful of customers, don't try and standardize too early.
Use those pilots to learn.
Find the spots where AI gives you unique leverage versus spots where you're just automating something obvious.
Build the product accordingly and do it fast.
Pricing is harder than traditional software because you're not competing with other software providers.
You're competing directly with the cost of labor, internal or outsourced.
A few options here on pricing.
There's per unit pricing, so per return, per claim, per loan.
This is the cleanest, it's the easiest to explain.
There's also outcome-based pricing.
This aligns incentives beautifully, but it can be harder for you to forecast in your business.
Panacea prices on the completed consultant study versus hourly, which is the norm in the industry.
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