Why Now
Four things that were not true twenty-four months ago.
Demand
FDE became a budgeted function
It is no longer an improvised fix. It is a named role with a headcount line, and its coverage of the customer base is growing every year.
Supply gap
The incumbents structurally cannot serve the segment
Global SIs carry minimum deal sizes and rate cards built for the Fortune 500. A Series A vendor with eleven enterprise logos is not a client they can take.
Mobility
The onshore visa channel has closed
The work that used to travel onshore has relocated. Top Indian IT firms' H-1B approvals have collapsed over the last decade — specialist delivery now has to be designed remote-first.
Price of labour
Low-wage placement is being legislated out
Wage-weighted selection is pricing the body-shop model out and specialist delivery in. Commodity placement is becoming uneconomic; judgement-heavy deployment is not.
How We Compound
Services revenue funds a deployment platform. That's the whole plan.
Deploy
Every engagement forces us to solve a real integration against a real system under a real deadline.
Harvest
Every engagement will produce connectors, eval harnesses, domain playbooks and a failure log — the catalogue of what breaks, which nobody else is writing down.
Reuse
Once we've run a first deployment in a vertical, the next one in that vertical starts from the library, not from zero.
Compound
Delivery time is designed to fall as the library grows, while price holds and margin rises. Once the library exists, a competitor without one won't be able to match the timeline at the price.
Positional advantage
The second moat is positional
The model puts us inside the vendor's go-to-market, not the enterprise's procurement cycle. One vendor relationship is designed to yield many customer deployments — partner-ecosystem economics with in-house delivery quality.
Precedent
The precedent
Palantir looked like a services business for years before the deployment IP became the product and the margin arrived. We're structuring the company to run that sequence deliberately, starting now — and saying so up front.