There are many markets (Europe), and highly regulated industries with air-gapped deployments where the typical players (ChatGPT, MS Copilot) in the field are having a hard time.

On another axis, if you are able to offer BYOK deployments and the customers have huge staff with low usage, it's pretty easy to compete with the big players due to their high per-seat pricing.

There are also many teams we work with that want to (1) retain model flexibility and (2) give everyone at the company the best model for the job. Every week? a model from a different provider comes out that is better at some tasks than anyone else. It's not great to be locked out from using that model since you're a "ChatGPT" company.