They don't want to build trust. They want to build a trust wedge between the people making the buying decisions and the people with hands on experience of the product.

When an employee says AI isn't speeding up his work, the only thing the CEO hears is "Wow, this employee is so scared of getting replaced that he's lying about how great AI is" and he will pick up the phone to Anthropic to buy more licenses.

It's sort of brilliant actually. No way to make a product grow fast enough without bypassing the employees and targeting the decision layer directly.