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Token Discounts: The Enterprise AI Contract Shifts Its Center of Gravity
A report from The Information dated 28 September 2026 reveals that Anthropic cuts off its enterprise discount, around 15% off list price, as soon as the contracted token volume runs out, while OpenAI grants the current month plus one more and cloud providers maintain the discount on overage. The article explains why contract negotiation, more than model benchmarks, has become the competitive axis of the enterprise AI market, what share-of-wallet clauses mean in practice, and which four decisions the board needs to make before the next renewal.
The skinny
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