Overview

Challenges

The rise of AI has shattered the traditional LAER model, forcing the technology industry into an outcome-focused economy that mandates the guaranteed delivery of measurable business results. TSIA’s new DARE framework provides the critical blueprint for incumbents to transition from selling discrete tools to assuming continuous operational ownership of customer outcomes.

Summary

The article discusses the dramatic shift in the enterprise technology landscape, spurred by artificial intelligence (AI) and the need for a new engagement model—DARE (Design, Activate, Realize, Evolve). It critiques the outdated LAER framework, emphasizing the urgent need for technology vendors to move away from a product-led approach toward a services-led model that guarantees measurable business outcomes in the AI era.

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Included in the full report

Shift from LAER to DARE:

The DARE model replaces LAER to better reflect the necessity of focusing on measurable outcomes in technology engagements.

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Operational Sovereignty is Essential:

Vendors must take control of the customer’s technology stack to ensure successful AI outcomes and bridge the 'last mile' challenge.

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Overcoming Siloed Structures:

The traditional siloed organization must be dismantled to support services-led growth, which emphasizes expert-driven, high-touch operations.

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Outcome-Based Financial Models:

Transitioning to value-based pricing is crucial, allowing vendors to align revenue with actual business results delivered to customers.

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Systematic Implementation of DARE Phases:

DARE's foundational elements must be embedded into customer interactions, ensuring rigorous outcome engineering and continuous monitoring of AI performance.

Read the full report on the TSIA Portal

Publication date:

March 12, 2026

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