How Bigger ACVs Are Bringing Direct Sales Back To Vertical AI

▤ Summary

Higher ACVs in vertical AI are changing how software vendors sell and distribute their products. The article explains why direct sales is becoming viable again as deals move into the six- and seven-figure range and buyers increasingly fund software from headcount budgets, not just IT spend. It also highlights two channels that are working well for vertical AI companies: private equity portfolio networks and sector-specific conferences. The core message is that vendors need a different go-to-market playbook than traditional SaaS if they want to win larger deals and stay top of mind with buyers.

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