Hands-on workshops modeled after Palantir approach aim to drive enterprise AI adoption
Samsung SDS Co. is expanding a hands-on sales strategy to capture the domestic enterprise artificial intelligence market, led by OpenAI’s ChatGPT Enterprise. The company plans to adopt a sales model similar to that used by Palantir Technologies Inc., aiming to boost solution sales and shift its business toward recurring revenue.
Traditional IT industry sales models typically involve selling software licenses that customers then implement independently. Samsung SDS is moving away from that approach by introducing a “boot camp” model, in which its teams work directly with clients on-site to identify problems and develop solutions together. Originally a military term referring to intensive training, the boot camp concept in the IT sector refers to focused workshops designed to help organizations adopt new technologies or address specific operational challenges.
According to industry sources on Thursday, Samsung SDS has been operating the boot camp sales model to maximize profitability from its reseller agreement with OpenAI for ChatGPT Enterprise, signed in December last year.
The company’s boot camp program combines three days of dedicated support with a one-month free trial period. More than five internal departments, including the firm’s AI transformation (AX) Center, participate in the program, assisting clients with tasks ranging from initial AI system setup and data governance to identifying industry-specific use cases and analyzing return on investment.
The boot camp strategy has already proven effective in the global enterprise software market. Palantir, for example, has used a similar model to drive rapid revenue growth. According to the company’s latest earnings report released last month, Palantir’s revenue rose 70% year-on-year in the fourth quarter of last year. Revenue from its U.S. commercial segment surged 137%, exceeding market expectations.
A key factor behind that growth has been the deployment of numerous forward-deployed engineers (FDEs), who demonstrate working AI systems within customer environments in as little as five days. By showing tangible results, the approach often leads to faster purchasing decisions from corporate executives.
Samsung SDS is pursuing a similar hands-on strategy focused on delivering AI solutions that can be applied immediately in operational environments.
The company’s ChatGPT Enterprise boot camp program is structured in three phases depending on the stage of adoption. The SetUp+ stage focuses on initial system configuration, including security environments and integration with existing systems. The BoostUp+ phase provides employee training and examples of practical applications. The final ValueUp+ stage focuses on deploying the technology in real business processes and evaluating return on investment.
Large enterprise customers receive additional support. Companies adopting more than 500 ChatGPT Enterprise licenses receive on-site technical assistance from dedicated Samsung SDS teams, similar to Palantir’s FDE deployment model. For top-tier clients using more than 3,000 seats, the company provides annual free consulting and specialized security architecture design services.
Samsung SDS has been strengthening its AI transformation business, with the AX Center established late last year serving as the core of that effort. The unit focuses on increasing recurring subscription revenue through proprietary AI solutions such as FabriX and Brity Copilot, while also expanding revenue streams by selling third-party software products including ChatGPT Enterprise.
In this process, the AX Center plays a key role in identifying use cases with clients through boot camp programs and converting those efforts into actual purchases.
LG CNS, which is also competing with Samsung SDS in the OpenAI reseller market, has launched a similar initiative. The company operates a dedicated “OpenAI Launch Center” task force that offers hands-on workshops and a one-month free trial.
“Traditional IT sales methods make it difficult to meet companies’ strict return-on-investment standards,” an industry official said. “As Palantir has demonstrated, the key to winning the AI transformation market will be how quickly companies can solve critical client problems through boot camp-style engagement.”
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