I Wouldn’t Ask if They’re Using AI Anymore
Hi all 👋
Here's what's been on my mind this week: two situations where the numbers everyone's celebrating aren't actually the ones that matter.
What's Happening in AI
Every sales team out there now says they're using AI somewhere in their process. All of them. But two out of three sales managers still can't tell you why a deal stalled. Adoption jumped to 100%. Whether anyone can explain a stalled deal barely moved.
Most of what breaks in this stuff was already broken before anyone added AI on top: the process, the data, who actually owns the number when a deal goes quiet. Bolt a summarizer onto that and the gap doesn't close, it just moves faster and sounds more confident while it's wrong.
So I wouldn't ask a sales team whether they're using AI anymore. Everyone says yes now, that question's dead. I'd ask them to walk me through their own pipeline, without the tool, and see how far they get.
If not, that's the gap worth closing before you trust what it's telling you.
This Week's Case Study
Giving your engineering team access to AI tools isn't an AI strategy; it's a software subscription. One of our clients, a gaming and lottery operator, already had developers poking around with Claude Code on their own time, but couldn't pinpoint where it actually fit into daily delivery work.
We ran a two-day program built entirely around the codebases they were already shipping, timed right before their internal hackathon.
- Two days from tinkering to shipping
- Walked into the hackathon fully integrated with Claude Code
- More delivery work shipped, same headcount
Is your team just given access to AI, or has anyone actually helped them integrate it into the work that matters?
→ Read the full case study.
A Useful Resource
One question I get quite often is: "How do I know if a process is actually worth automating?"
That's why we built the Administrative Tax Calculator. It shows you how much you're paying premium salaries to do low-value work, chasing updates, manual entry, bridging gaps between systems. Before you hire another person, see how much you're already losing to broken processes.
That's it for this week.
— Robbie
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Hi all 👋
Here's what's been on my mind this week: two situations where the numbers everyone's celebrating aren't actually the ones that matter.
What's Happening in AI
Every sales team out there now says they're using AI somewhere in their process. All of them. But two out of three sales managers still can't tell you why a deal stalled. Adoption jumped to 100%. Whether anyone can explain a stalled deal barely moved.
Most of what breaks in this stuff was already broken before anyone added AI on top: the process, the data, who actually owns the number when a deal goes quiet. Bolt a summarizer onto that and the gap doesn't close, it just moves faster and sounds more confident while it's wrong.
So I wouldn't ask a sales team whether they're using AI anymore. Everyone says yes now, that question's dead. I'd ask them to walk me through their own pipeline, without the tool, and see how far they get.
If not, that's the gap worth closing before you trust what it's telling you.
This Week's Case Study
Giving your engineering team access to AI tools isn't an AI strategy; it's a software subscription. One of our clients, a gaming and lottery operator, already had developers poking around with Claude Code on their own time, but couldn't pinpoint where it actually fit into daily delivery work.
We ran a two-day program built entirely around the codebases they were already shipping, timed right before their internal hackathon.
- Two days from tinkering to shipping
- Walked into the hackathon fully integrated with Claude Code
- More delivery work shipped, same headcount
Is your team just given access to AI, or has anyone actually helped them integrate it into the work that matters?
→ Read the full case study.
A Useful Resource
One question I get quite often is: "How do I know if a process is actually worth automating?"
That's why we built the Administrative Tax Calculator. It shows you how much you're paying premium salaries to do low-value work, chasing updates, manual entry, bridging gaps between systems. Before you hire another person, see how much you're already losing to broken processes.
That's it for this week.
— Robbie
