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Palantir Sales

To transform how organizations use data to solve their most critical problems by becoming the world's default operating system for data

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To transform how organizations use data to solve their most critical problems by becoming the world's default operating system for data

Strengths

  • PRODUCT: AI-enhanced platforms with differentiated value proposition
  • COMMERCIAL: Strong US commercial customer growth (+40% YoY)
  • BRAND: Trusted by government entities in sensitive operations
  • TECHNOLOGY: Proprietary foundational models & deployment capability
  • FINANCE: Strong cash position ($3.8B+) enabling strategic moves

Weaknesses

  • REVENUE: High government sector dependency (56% of total revenue)
  • PROFITABILITY: Limited historical sustained profitability track
  • ACQUISITION: High customer acquisition costs & long sales cycles
  • PERCEPTION: Market confusion about product complexity & AI value
  • EXPANSION: Uneven international commercial penetration outside US

Opportunities

  • AI: Growing demand for enterprise-grade AI implementation
  • COMMERCIAL: Accelerating private sector adoption of Foundry
  • INDUSTRY: Increased defense spending & intelligence modernization
  • PARTNERS: Expanding strategic alliance network for market reach
  • SEGMENTS: Penetrating new verticals with AIP & modular offerings

Threats

  • COMPETITION: Increasing competition from tech giants in AI space
  • MARKET: Economic slowdown affecting tech spending decisions
  • CONTRACTS: Government budget constraints impacting large deals
  • TALENT: Intensifying competition for specialized AI/ML talent
  • REGULATION: Increasing data privacy regulations affecting reach

Key Priorities

  • ACCELERATION: Scale commercial revenue through AIP adoption
  • DIVERSIFICATION: Reduce government dependency via new verticals
  • SIMPLIFICATION: Streamline product understanding & time-to-value
  • ECOSYSTEM: Develop partner network to extend market reach

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To transform how organizations use data to solve their most critical problems by becoming the world's default operating system for data

COMMERCIAL FLYWHEEL

Drive unstoppable commercial revenue momentum

  • ACQUISITION: Increase new commercial customer count by 60% YoY through simplified AIP onboarding
  • RETENTION: Achieve 95%+ dollar-based net retention rate through systematic expansion playbooks
  • VELOCITY: Reduce average sales cycle from 9 to 6 months with standardized rapid deployment programs
  • VERTICALS: Launch 5 new industry-specific AI solution packages with documented ROI frameworks
VERTICAL EXPANSION

Penetrate high-growth sectors beyond government

  • HEALTHCARE: Acquire 25 new healthcare enterprise customers through clinical workflow AI automation
  • FINANCIAL: Expand financial services ACV by 45% with risk management & fraud detection solutions
  • MANUFACTURING: Deploy 15 new supply chain optimization implementations with 3X ROI documentation
  • INTERNATIONAL: Accelerate international commercial revenue growth to 50%+ YoY with regional teams
FRICTIONLESS VALUE

Make AIP implementation effortless and compelling

  • ONBOARDING: Launch 30-day Quick Start program with predefined use cases for every major industry
  • EDUCATION: Train 5,000+ customer practitioners through new AIP certification program
  • IMPLEMENTATION: Reduce average time-to-first-value from 90 to 45 days with automated deployment
  • MEASUREMENT: Deploy value tracking dashboard for all customers showing realized ROI metrics
PARTNER NETWORK

Create unstoppable market reach through allies

  • CHANNEL: Generate 30% of new customer acquisition through partner-led opportunities
  • ENABLEMENT: Certify 1,000+ partner consultants on AIP implementation methodology
  • INTEGRATION: Launch 20 new technology integrations with leading enterprise software vendors
  • COMMUNITY: Create customer advisory board in 8 key verticals for solution co-development
METRICS
  • Commercial Revenue Growth Rate: 50%+
  • Customer Count Growth: 60%+ YoY
  • Dollar-based Net Retention Rate: 130%+
VALUES
  • Impact over appearances
  • Bet on the right team
  • Unbiased pursuit of truth
  • Augment human intelligence

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Align the learnings

Palantir Sales Retrospective

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To transform how organizations use data to solve their most critical problems by becoming the world's default operating system for data

What Went Well

  • REVENUE: US commercial revenue grew 40% YoY, exceeding expectations
  • CUSTOMERS: New commercial customer count increased 52% YoY, showing market
  • PROFITABILITY: Fifth consecutive quarter of GAAP profitability achieved
  • ADOPTION: AI Platform customer count doubled with high renewal rates
  • PARTNERSHIPS: Strategic AWS & Microsoft relationships expanded reach

Not So Well

  • INTERNATIONAL: International commercial growth underperformed targets
  • CONVERSION: Enterprise pilot-to-contract conversion rates below targets
  • EFFICIENCY: Customer implementation timelines longer than anticipated
  • DISTRIBUTION: Partner-led sales contribution below strategic goal
  • METRICS: Lagging indicators on customer expansion opportunity sizing

Learnings

  • SIMPLIFICATION: Modular product approach shows higher adoption rates
  • INDUSTRY: Industry-specific solutions accelerate deployment timelines
  • EXECUTIVE: CXO-level engagement critical for strategic AI investments
  • TIME-TO-VALUE: Initial quick wins crucial for building momentum
  • EDUCATION: AI readiness assessment improves customer success rates

Action Items

  • ACCELERATION: Develop rapid deployment program for 90-day value proof
  • ENABLEMENT: Create industry benchmarking tools for value demonstration
  • ECOSYSTEM: Expand partner certification & enablement program globally
  • EXPANSION: Launch executive AI transformation advisory program
  • MARKETING: Develop vertical-specific AI value messaging framework

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To transform how organizations use data to solve their most critical problems by becoming the world's default operating system for data

Strengths

  • PLATFORM: AI Platform (AIP) built on proven ontological foundation
  • INTEGRATION: Seamless AI capabilities embedding in existing tools
  • SECURITY: Enterprise-grade security & compliance for AI systems
  • DEPLOYMENT: Rapid AI implementation with strong ROI proof points
  • DIFFERENTIATION: Unique data-first approach vs model-first AI

Weaknesses

  • AWARENESS: Limited market understanding of AIP differentiation
  • EDUCATION: Customer AI readiness & capability development gaps
  • TALENT: Specialized AI talent acquisition & retention challenges
  • MARKETING: Insufficient AI value communication to executives
  • ADOPTION: Extended deployment cycles for full AI transformation

Opportunities

  • AUTOMATION: Massive opportunity in workflow & decision automation
  • INDUSTRY: Vertical-specific AI solutions with pre-built modules
  • DEMAND: Growing enterprise need for trusted & explainable AI
  • PARTNERSHIPS: Strategic AI ecosystem relationships expansion
  • INNOVATION: New AI use cases through customer co-creation

Threats

  • COMMODITIZATION: Risk of AI capabilities becoming commoditized
  • COMPETITORS: Big tech firms offering integrated AI capabilities
  • PERCEPTION: Confusion about AI readiness & implementation costs
  • REGULATION: Evolving AI regulation impacting deployment speed
  • EXPECTATIONS: AI capability overestimation creating fulfillment gap

Key Priorities

  • ACCELERATION: Democratize AIP adoption with simplified onboarding
  • EDUCATION: Develop executive-focused AI value demonstration
  • EXPANSION: Create industry-specific AI solution packages
  • COMMUNITY: Build customer success sharing & knowledge network

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AI Disclosure

This report was created using the Alignment Method—our proprietary process for guiding AI to reveal how it interprets your business and industry. These insights are for informational purposes only and do not constitute financial, legal, tax, or investment advice.

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