Strategic Sales and Agentic AI in 2026

Executive Summary

Agentic AI ('AAI') offers Data Platform vendors a significant opportunity to create and extend footholds in large Fortune 500 companies. Data Platform vendors are naturally suited to AI use cases, with the four main uses being: Storing conversation state, providing a 'customer 360' view of data, vector storage and allowing AAI systems to be monitored for failures or security issues.

However, this is not a case of turning up and selling. The entire AI sector is in the middle of a bubble, and the majority of AAI projects will fail. So while we are all in favor of AAI, we need to try to avoid doomed projects and focus on our long term relationships with prospects and customers, even if that means being cautious and qualifying out projects.

The full document can be downloaded from the link below.

Jan 2026