Wiring Premium Over Agent Commodity

Pre-built agents are converging on the same underlying model capability, so the agent itself prices toward zero. What holds value is the wiring: the mapping of a specific client's CRM fields, calendar rules, escalation paths, and review cadence into the agent's loop. Agencies that sell the agent as the product compete on seat price against every reseller of the same worker. Agencies that sell the wiring charge for discovery, field mapping, exception handling, and monthly tuning, which is retainer work. Vendasta's white-label AI workforce and Relevance AI's pre-built sales agents both arrive configured out of the box, which means the configuration is not the moat; the client-specific plumbing is. A practical test: if a competitor could swap your agent vendor next quarter without the client noticing, you sold a commodity. If the swap would break their CRM hygiene, approval chain, or reporting, you sold wiring.