ai and ml

'Enterprises are fed up,' says Alex Karp, because LLM makers 'want to tokenmax' instead of understanding enterprise needs

Palantir CEO Alex Karp doesn’t think frontier AI labs prepping for IPOs really understand what their customers need, and that ignorance is making Palantir a success.

Karp had a wide-ranging, often rambling and self-interrupting sit-down (coherent compared to some of his other interviews, to be fair) with CNBC’s Sara Eisen on Wednesday in which he said that every single enterprise customer Palantir has is unhappy with frontier AI labs like Anthropic and OpenAI. Those companies, says Karp, are operating on a “hyper religion of hyper optimism” that doesn’t reflect the experiences of their customers. 

“They believe all problems present, past, and future, including the ones they create but don’t acknowledge, are going to be solved by them,” Karp opined. “Enterprises are fed up because they know this doesn’t actually work this way, and isn’t working.”

That frustration, Karp said, is driving businesses to Palantir’s Foundry systems, which act as AI-agnostic data integration platforms for unifying disparate data sources and cognizing them with whatever LLMs a customer chooses to deploy. Pitch to prospects or not, Karp is on to something.

AI projects are largely loss makers for the companies that deploy them, and have been for some time. Only 28 percent of AI use cases fully meet ROI expectations, according to a recent Gartner estimate, and most fail to ever get out of the pilot stage. Despite that, business leaders keep shoveling coal into the AI furnace to try to extract value, which, if you ask Karp, simply isn’t there unless you’re pairing those models with some decent infrastructure. Infrastructure Palantir can provide, natch. 

“It’s not just the man and woman on the street who are unhappy with the frontier labs,” Karp said, pointing to “every single enterprise we deal with” being frustrated with the likes of Anthropic and OpenAI’s ability to provide value for their businesses. Karp said that Palantir leadership has been debating whether they should pay potential customers to go talk to frontier labs themselves before signing a contract with his outfit. 

“People come out of there screaming, saying 'this could never work for me, they don’t understand the enterprise, they don’t care about my enterprise,'” he said of customers. Frontier labs, Karp opined, just want customers to "tokenmax” – that is, to view token consumption as a measure of productivity and usefulness.

The charge isn’t out of left field. Google CEO Sundar Pichai even nodded to the phenomenon at I/O last month. Burning more and more tokens is getting to be expensive for companies, and OpenAI is reportedly considering reducing its per-token charge to attract more customers in its growing war with Anthropic, which Karp called the “leading frontier firm” in his interview. 

Karp wouldn’t give a straight answer when asked whether OpenAI, Anthropic, and other frontier labs could do what Palantir is doing, but he did imply some doubt. Sure, they have some good engineers on staff, he said, but that doesn’t matter a lick if they “don’t talk to the enterprises or understand the technical challenges” their customers are facing in deploying their models. 

“When you go to San Francisco and talk to them, their basic vibe is ‘we don’t have to solve your problem today because tomorrow you’re going to go away and all your problems are going to be solved,’” Karp charged. “It’s largely religious.”

Karp also called out OpenAI’s recent agreement to acquire UK-based AI consulting firm Tomoro, which will form part of the newly launched OpenAI Deployment Company aimed at helping customers generate returns from their ChatGPT investments, as an attempt to replicate Palantir's success. “It’s a complete farce,” Karp said. “They don’t understand how unlikeable they are.” 

By that, Karp said, it’s not that AI lab leadership isn't friendly – he said he's buddies with some of them and that they’re great to chat with – but “the product doesn’t actually work and it’s very expensive.” To that end, he added, most of the things that Anthropic brags about in public, for example, are successful because they’re “running on Palantir,” Karp charged. 

“It is not that LLMs aren’t crucial for the world, it’s just that the implementation is where the value is, certainly in the next 7 years,” Karp explained. In essence, what the Palantir boss seems to believe is that simply tossing an LLM at business problems isn't an actual solution. 

What Karp had to say on CNBC was, in his usual way, boisterous, confrontational, and self-aggrandizing, but look at the rate of AI returns in the enterprise right now and you have to admit he's got at least a partial point. ®