Internal culture changes on budget cycles, and right now, most companies are being pushed by investors to adopt AI. Have your sales team ask about AI budgeting vs. SaaS budgeting. I think you'll find that AI budget is available and conventional SaaS/IT budget isn't. Most managers are looking for a way to "adopt ai" so I think we're in a unique time.

> people deeply integrated into physical infrastructure move 10x slower than you'd expect.

My experience is yes, to move everyone. To do a pilot and prove the value? That's doable quickly, and if the pilot succeeds, the rest is fast.