🚀 **a16z: 'Lighthouse or Landgrab?' — The Two Enterprise AI Sales Playbooks**

a16z partners break down the two go-to-market strategies AI startups use to sell into the enterprise:
• **Lighthouse** — land a few marquee logos (Harvey, Hebbia) to build trust in a brand-new category; slow, high-touch, six-to-seven-figure deals.
• **Landgrab** — win on ROI math and speed against incumbents (Stuut, Decagon); demo-driven, volume-based.
Decagon used the landgrab playbook to scale from 0 to eight figures in ARR in **18 months**, tripling its valuation to **$4.5B**.

**💡 Why it matters:** For investors sizing up AI-native fintech and enterprise software bets, the framework is a sharp lens on GTM efficiency and moat durability — landgrab winners scale fast but risk churn at volume, while lighthouse winners command premium ACVs but grow slower and depend on a handful of trophy accounts.

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