Startups are hitting a road block when selling their AI to big companies. Investors and founders explain how to get around it

• As companies clamor to buy AI products, some startups are running into a sales barrier.
• Startups can struggle with procurement teams, which buy services for the company.
• Issues include data concerns, cloud providers, and education on AI basics.

After a decade working at Microsoft and Qualcomm, Samir Kumar knows how hard selling to big companies can be.