Describing Your AI Capabilities

This question requires you to explain what your AI actually does in your product. Buyers want to understand the specific AI-powered features you offer - whether it's chatbots, predictive analytics, content generation, or automation tools. They need this information to assess potential risks and ensure your AI use aligns with their policies and compliance requirements.

Clear documentation of AI capabilities directly impacts sales velocity and customer trust. Vague or overly technical descriptions raise red flags for security teams and can stall deals. By articulating your AI features clearly, you demonstrate transparency, help buyers assess risk appropriately, and accelerate the procurement process. Poor communication here often leads to extended security reviews or lost opportunities.

The biggest mistake is using buzzwords like 'cutting-edge AI' without explaining actual functionality. Companies often provide either too much technical detail that confuses buyers or too little information that appears evasive. Another common error is failing to distinguish between different types of AI usage - like whether you're using third-party APIs versus proprietary models.