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1、 2023 Boston Consulting Group1For AI startups providing AI solutions to businesses,the road to success runs through incumbentindustries.Established companies have the resources,data,and problems in need of solving that cancatapult a startup toward growth and financial stability.But many incumbents a

2、re reluctant to teamup with AI players,especially upstarts.How can AI players overcome this skepticism?How AI Startups Can Become TrustedBusiness TransformersJUNE 12,2023 By Franois Candelon,Rmi Lanne,and Clment DumasREADING TIME:15 MIN 2023 Boston Consulting Group2Our survey of 600 incumbent busine

3、ss leaders and 600 AI startups and scaleups found that many AIplayers are struggling to adapt their value proposition to incumbents needsor to articulate theirvalue proposition effectively.(See Exhibit 1 and methodology.)Incumbent leaders point to a lack oftrust and understanding of AI players and t

4、heir offerings.AI players have two priorities as they set out to find partners:ensure they can stand out from the crowdof other technology providers by focusing on what incumbents need most and proactively addressincumbents reservations about forming partnerships.Those that achieve both can becometr

5、ansformerscompanies(typically startups and scaleups)that go well beyond developing the best AItech,providing customized technology solutions to a specific industry or functional problem,helpingincumbents build the right talent base,and driving organizational change.Transformers are consistently gran

6、ted greater access to incumbent data and industrial knowledge,allowing them to build more competitive AI solutions that can improve how an entire industryoperates.Transformers have much to gainand to lose if their competitors act firstmaking itimperative for AI players to play this role.How Transfor