Unless you successfully make ai subscription an obligatory cost to pay for every employee in an org. Which they seem to be doing quite successfully considering enterprise sales activity.

Successfull b2b salesmanship does not require a working and useful product. It just requires you to get these meetings with purchasers and show that other comparable orgs are buying your product. For example, at my last job I wasn’t sure if we were a microsoft shop or a google shop because we bought both of their products that did the same thing. Because that is just what you do when you are an org with 5 figure employee counts, you spend budget.