Framework
From LAER to DARE
Overview
Challenges
As the technology industry surges forward with AI adoption, the traditional LAER model is becoming increasingly outdated. This framework introduces the DARE model, which emphasizes a shift to product-centric sales, guaranteed outcomes, and continuous value delivery.
Summary
The DARE framework represents a transformative shift in customer engagement models, reshaping the landscape for technology providers in the AI era. Moving from the traditional LAER model, which emphasizes selling tools, DARE focuses on delivering guaranteed outcomes through a services-intensive approach. The framework underscores the need for ongoing operational support and partnership with customers to drive success.
Included in the full report
Transition from Products to Outcomes:
The shift emphasizes selling measurable results rather than simply technology tools, reflecting a fundamental change in customer expectations.
DARE Model Overview:
Comprising Design, Activate, Realize, and Evolve phases, this framework focuses on building AI readiness and ensuring continuous value delivery throughout the customer journey.
Operational Ownership:
The importance of providers taking full responsibility for the operational life cycle, ensuring outcomes are consistently achieved and maintained.
Role of the Forward-Deployed Engineer (FDE):
Critical for embedding AI solutions within client operations, bridging the gap in implementation and outcome realization.
Strategic Partnerships:
A shift towards services-led growth necessitates reevaluating partnerships based on operational maturity, commercial flexibility, and deep domain expertise.
Publication date:
November 14, 2025
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