The problem
Connectivity has become a buying criterion
Integration used to be a line item in the sales process. Now it's a gate. Enterprise buyers ask what you connect to before they sign. Competitors are announcing agent capabilities and using them to differentiate. And the integration backlog — the connectors your customers keep asking for — sits behind your product roadmap, because every one of them costs engineering time you'd rather spend on the product itself.
The risk isn't only the deal you lose today. It's becoming a backend that other platforms orchestrate, rather than the platform buyers choose.
