{"id":21539,"date":"2024-10-11T17:29:37","date_gmt":"2024-10-11T21:29:37","guid":{"rendered":"https:\/\/www.insightpartners.com\/?p=21539"},"modified":"2024-10-14T13:59:36","modified_gmt":"2024-10-14T17:59:36","slug":"ai-in-gtm-guide","status":"publish","type":"post","link":"https:\/\/www.insightpartners.com\/ideas\/ai-in-gtm-guide\/","title":{"rendered":"Unlocking AI in GTM: Crossing the Scalability Gap"},"content":{"rendered":"

To drive value, you must scale AI. To scale AI, you must <\/span><\/span>cross the S<\/span><\/span>calability Gap. <\/span><\/span><\/p>\n

Unfortunately, most businesses are stuck. T<\/span><\/span>heir systems don\u2019t integrate, their data isn\u2019t <\/span><\/span>clean, and their staff don\u2019t have the skills to work with AI agents<\/a>.<\/span><\/span>\u200b<\/span><\/span><\/span><\/p>\n

\"Crossing<\/p>\n

Cross the gap by piloting AI in a process that drives <\/span><\/span>your business objectives. <\/span><\/span>\u200bScaling AI requires more than just buying your staff a chatbot \u2014 y<\/span><\/span>ou <\/span><\/span>mus<\/span><\/span>t also consider how <\/span><\/span>to adapt your systems and staff to a new operating model.<\/span><\/span><\/span><\/p>\n

\u200bHere, Insight Partners’ advisory recommends the following five considerations to scale AI effectively and deliver remarkable business outcomes.<\/span><\/span><\/p>\n

Five considerations to cross the Scalability Gap<\/h2>\n

1. What’s the goal?<\/h3>\n

OKR framework<\/strong><\/p>\n

    \n
  1. Pick an objective<\/li>\n
  2. Select a strategy<\/li>\n
  3. Set a goal<\/li>\n<\/ol>\n

    2. How can AI help?<\/h3>\n

    AI-powered workflow<\/strong><\/p>\n

      \n
    1. List activities<\/li>\n
    2. Break down tasks<\/li>\n
    3. Map tasks to AI capabilities<\/li>\n
    4. Organize tasks into a workflow<\/li>\n<\/ol>\n

      3. Which AI?<\/h3>\n

      AI vendor criteria<\/strong><\/p>\n

        \n
      1. Pick an entry-point<\/li>\n
      2. Set requirements<\/li>\n
      3. Evaluate vendors<\/li>\n<\/ol>\n

        4. Integrated how?<\/h3>\n

        AI integration plan<\/strong><\/p>\n

          \n
        1. Plan for change<\/li>\n
        2. Architect agency<\/li>\n
        3. Build for flexibility<\/li>\n<\/ol>\n

          5. What must change?<\/h3>\n

          Change management plan<\/strong><\/p>\n

            \n
          1. Redefine staff roles and upskill workers<\/li>\n
          2. Organize around refined roles<\/li>\n
          3. Promote AI literacy and ownership<\/li>\n
          4. Clarify policies and enforce them<\/li>\n<\/ol>\n

            1. What\u2019s the goal?<\/span><\/span><\/h2>\n

            Focus your AI initiative on a key business goal and the strategies that achieve it.<\/span><\/span>\u200b<\/span><\/p>\n

            \"Focus<\/p>\n

            2. How can AI help?<\/h2>\n

            List the GTM activities<\/a> you undertake to achieve your goals. Then, break those activities <\/span><\/span>down into tasks mapped to AI capabilities.<\/span><\/span><\/p>\n

            \"How<\/p>\n

            When designing a workflow, start with the <\/span><\/span>existing \u201chumans-only\u201d process. <\/span><\/span>\u200b<\/span>Then, design AI\u2019s role like you would a job <\/span><\/span>candidate. <\/span><\/span><\/p>\n

            AI’s strength is in handling <\/span><\/span>repetitive, voluminous, ambiguous, data-<\/span><\/span>intensive, or analytical tasks. AI can predict, <\/span><\/span>reason, and generate outputs with \u201cnear-<\/span><\/span>human-level\u201d intelligence, whereas humans are <\/span><\/span>better suited to tasks involving judgment, <\/span><\/span>creativity, empathy, or a broad worldview. <\/span><\/span><\/p>\n

            \"How<\/p>\n

            3. Which AI?<\/span><\/span><\/h2>\n

            Pick an entry point, set requirements, and evaluate vendors.<\/span><\/span><\/p>\n

            Start by considering how <\/span><\/span>different AI entry points <\/span><\/span>serve your required c<\/span><\/span>apabilities and fit your <\/span><\/span>business.<\/span><\/span> For instance, you might <\/span><\/span>need an AI tailored to your <\/span><\/span>function and should focus <\/span><\/span>on specialist AI tools versus g<\/span><\/span>eneralists. In another <\/span><\/span>case, you could get the <\/span><\/span>most end users to adopt an i<\/span><\/span>ntegrated AI, which offers <\/span><\/span>a native interface within <\/span><\/span>their existing tools.<\/span><\/span>\u200b<\/span><\/p>\n

            \"Which<\/p>\n

            4. How should we integrate AI into our workflows?<\/h2>\n

            Build a system to tie AIs together, quickly swap them out, and scale across use cases.<\/span><\/span><\/p>\n

            Plan for change<\/h3>\n

            Build a modular architecture that can adapt to rapid changes in technology, M&As, and experiments; build a system that enables you to align AI with your evolving needs.\u200b<\/p>\n

            Architect agency<\/h3>\n

            Empower AI agents to manage complex, nuanced tasks traditionally handled by humans or simpler automation systems.\u200b<\/p>\n

            Build for flexibility<\/h3>\n

            Allow AI to handle <\/span>diverse tasks and data types with minimal <\/span>preprocessing while maintaining robust <\/span>quality assurance.<\/span><\/p>\n

            \"Integrating<\/p>\n

            5. What about our organization must change?<\/h2>\n

            Redefine staff roles, organize around new roles, and promote AI ownership.<\/span><\/span>\u200b<\/span><\/p>\n

            Staff<\/h3>\n

            Anticipate changes to job <\/span><\/span>functions and the skills your staff <\/span><\/span>will need to adopt AI.<\/span><\/span>\u200b<\/span><\/p>\n