I left Palantir in 2014, so this may be a bit out of date, but back then, a lot of the sales of the product were done by engineers, which was effective but expensive.
The general approach would be “give us 2-4 weeks to integrate your data and give you a demo”, and would give organizations a demo of the software using their own data.
There were some well known stories internally, of things like police agencies forgetting to ask about the product at all, and instead taking notes on suspects and investigations being shown to them in the demo for further follow up, because it was making connections and breakthroughs on stalled or cold cases. Those were the ones that they knew were hooked.
The flip side of this is the cost of deploying anywhere from 2-20 engineers into the field to handle the system setup and integration on the fly.
The general approach would be “give us 2-4 weeks to integrate your data and give you a demo”, and would give organizations a demo of the software using their own data.
There were some well known stories internally, of things like police agencies forgetting to ask about the product at all, and instead taking notes on suspects and investigations being shown to them in the demo for further follow up, because it was making connections and breakthroughs on stalled or cold cases. Those were the ones that they knew were hooked.
The flip side of this is the cost of deploying anywhere from 2-20 engineers into the field to handle the system setup and integration on the fly.