<p>In this episode of Run the Numbers, CJ sits down with Varsha Udayabhanu of Invisible to unpack what enterprise AI adoption actually looks like beyond the hype. They cover forward deployed engineers, eight-week solution sprints, value-based pricing when outcomes are hard to meter, ARR vs. services revenue, and why “momentum” beats traditional SaaS metrics. A tactical look at trust, expansion, and building durable AI revenue.</p><p>—</p><p>SPONSORS:</p><p>Brex is an intelligent finance platform that combines corporate cards, built-in expense management, and AI agents to eliminate manual finance work. By automating expense reviews and reconciliations, Brex gives CFOs more time for the high-impact work that drives growth. Join 35,000+ companies like Anthropic, Coinbase, and DoorDash at <a href="https://www.brex.com/metrics"><u>https://www.brex.com/metrics</u></a></p><p>Metronome is real-time billing built for modern software companies. Metronome turns raw usage events into accurate invoices, gives customers bills they actually understand, and keeps finance, product, and engineering perfectly in sync. That’s why category-defining companies like OpenAI and Anthropic trust Metronome to power usage-based pricing and enterprise contracts at scale. Focus on your product — not your billing. Learn more and get started at <a href="https://www.metronome.com"><u>https://www.metronome.com</u></a></p><p>RightRev is an automated revenue recognition platform built for modern pricing models like usage-based pricing, bundles, and mid-cycle upgrades. RightRev lets companies scale monetization without slowing down close or compliance. For RevRec that keeps growth moving, visit <a href="https://www.rightrev.com"><u>https://www.rightrev.com</u></a></p><p>Rillet is an AI-native ERP built for modern finance teams that want to close faster without fighting legacy systems. Designed to support complex revenue recognition, multi-entity operations, and real-time reporting, Rillet helps teams achieve a true zero-day close—with some customers closing in hours, not days. If you’re scaling on an ERP that wasn’t built in the 90s, book a demo at <a href="https://www.rillet.com/cj"><u>https://www.rillet.com/cj</u></a></p><p>Tabs is an AI-native revenue platform that unifies billing, collections, and revenue recognition for companies running usage-based or complex contracts. By bringing together ERP, CRM, and real product usage data into a single system of record, Tabs eliminates manual reconciliations and speeds up close and cash collection. Companies like Cortex, Statsig, and Cursor trust Tabs to scale revenue efficiently. Learn more at <a href="https://www.tabs.com/run"><u>https://www.tabs.com/run</u></a></p><p>Abacum is a modern FP&amp;A platform built by former CFOs to replace slow, consultant-heavy planning tools. With self-service integrations and AI-powered workflows for forecasting, variance analysis, and scenario modeling, Abacum helps finance teams scale without becoming software admins. Trusted by teams at Strava, Replit, and JG Wentworth—learn more at <a href="https://www.abacum.ai"><u>https://www.abacum.ai</u></a></p><p>—</p><p>LINKS: </p><p>Varsha: <a href="https://www.linkedin.com/in/varshaudayabhanu/"><u>https://www.linkedin.com/in/varshaudayabhanu/</u></a></p><p>Company: <a href="https://invisibletech.ai/" rel="noopener noreferrer">https://invisibletech.ai/</a></p><p>CJ: <a href="https://www.linkedin.com/in/cj-gustafson-13140948/"><u>https://www.linkedin.com/in/cj-gustafson-13140948/</u></a></p><p>Mostly metrics: <a href="https://www.mostlymetrics.com"><u>https://www.mostlymetrics.com</u></a></p><p>—</p><p>RELATED EPISODES:</p><p>Marketing as a Form of Capital Allocation With Carta&#39;s Head of Growth Angela Winegar</p><p><a href="https://youtu.be/rG09ehsrWv8"><u>https://youtu.be/rG09ehsrWv8</u></a></p><p>—</p><p>TIMESTAMPS:</p><p>00:00 Intro</p><p>03:21 What Invisible Technologies Does</p><p>05:34 Enterprise AI Adoption Gap</p><p>07:38 Forward Deployed Engineers</p><p>09:44 Evolving GTM in AI Services</p><p>10:36 Solution Sprints</p><p>12:37 Sponsor — Brex | Metronome | RightRev</p><p>15:56 Upfront Investment vs. Upside</p><p>18:38 Bespoke Deals</p><p>20:37 Value-Based Pricing in Enterprise AI</p><p>22:12 Value Sold vs. Value Delivered</p><p>23:31 Enterprise Revenue as a Portfolio of Bets</p><p>24:53 Time-Bound Solution Sprints</p><p>27:06 Sponsor — Rillet | Tabs | Abacum</p><p>30:32 Humans in the Loop &amp; Expert Incentives</p><p>33:38 Niche Human Expertise</p><p>34:10 Rethinking KPIs Beyond ARR</p><p>35:44 Momentum Metrics</p><p>39:00 Evaluating GenAI Financial Profiles</p><p>40:47 Expansion as the Atomic Unit</p><p>42:19 AdTech Lessons on Distribution &amp; Brand</p><p>43:23 Why Brand Matters for Enterprise</p><p>47:10 Commoditization Risk</p><p>48:31 Long-Ass Lightning Round</p><p>53:20 Credits</p>