OpenAI被曝以最高90%折扣挖角Anthropic大客户
OpenAI offers discounts up to 90 percent to poach Anthropic's biggest customers
- 1据The Information报道，OpenAI以最高90%的折扣从Anthropic挖走多家大客户，策略已见效
- 2Rippling CEO称其编码工作量中OpenAI份额从16%升至52%，Anthropic份额从57%降至18%
- 3Replit在年金额超1亿美元的合同获30%以上折扣后转投，DataCamp CEO称成本下降80%到90%
- 4Anthropic从第二季度到第三季度增速放缓，两家还面临DeepSeek、Kimi等中国模型的低价竞争
企业级大模型采购的议价权正向买方转移，OpenAI以利润换份额，模型效率又带来真实降价，竞争已打到头部客户合同层。
- 影响：在手合同到期时企业有了对标压价的筹码，可要求现有供应商匹配新报价；向单一低价厂商集中工作负载的依赖风险同步上升；折扣部分以厂商毛利为代价，长期价格水平存在不确定性。
- 参考：可考虑盘点现有大模型支出的单价与用量，在合同到期前向OpenAI与Anthropic双向询价；值得用自身真实工作负载做双供应商对比测试，再按结果决定迁移比例。
- 依据：份额与折扣数字来自Rippling、Replit、DataCamp高管口径及The Information报道；Anthropic增速放缓出自投资者备忘录，非厂商官方发布。
OpenAI is reportedly pulling major customers away from Anthropic with aggressive discounts, and the strategy is working. Companies like Rippling, Replit, and DataCamp are shifting more of their AI spending to OpenAI, The Information reports. Rippling CEO Parker Conrad said his company boosted OpenAI's share of its coding workload from 16 to 52 percent, while Anthropic's share fell from 57 to 18 percent.
Replit switched after OpenAI offered more than 30 percent off a contract worth over $100 million a year. DataCamp CEO Jonathan Cornelissen said OpenAI's pricing cut his costs by 80 to 90 percent. A US bank with more than $7 billion in assets got its ChatGPT seats doubled to 500 employees at no extra charge, paying under $7 per user instead of the usual $20 or more.
OpenAI is partly buying market share at the expense of its own margins, but it has also achieved real price cuts through its Sol and Luna model lines thanks to more efficient models and infrastructure. Anthropic's growth slowed from Q2 to Q3, according to an investor memo. Both companies also face growing price pressure from China, where new models by Deepseek and Kimi deliver comparable performance for a fraction of the cost.
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来源：The Decoder：AI News · the-decoder.com