Sell the AI outcome, not the stack

Piers began by considering whether to rent out spare GPU capacity through marketplaces such as RunPod and Vast.ai. The model resembled pooled Bitcoin mining, with hardware owners supplying capacity to customers who needed compute. He concluded that this would become another race to the bottom, driven by expensive equipment that depreciates quickly.

That prompted him to move further up the value chain. Rather than selling access to GPUs, he began working directly with businesses that wanted an AI outcome but lacked the means to assemble the hardware, software and commercial delivery themselves. Customers could buy the capability they needed without sourcing and connecting every component.

The integrated model puts the stack under one roof, gives the customer one person to deal with and connects technical delivery to an understanding of the business. For Piers, this approach has gained traction because it makes a complicated collection of infrastructure and software straightforward to purchase as a working business service.