keep it clear, keep it simple

Many business leaders are passionate about artificial intelligence, but when it comes to investing in the technology, they can be dazzled, confused and confused. It doesn’t have to be like this. We surveyed those working closely with AI solutions and asked them to share their experiences on the best ways to sell AI 00 the right AI to business leaders at the right time.

First, one must “exercise ‘cognitive courtesy,'” suggests Bjorn Austraat, senior vice president and head of AI acceleration at Truist. “Invest time and effort upfront in translating difficult technical concepts into plain English. Likewise, creating a compelling, well-framed vision for all project participants to ensure alignment and productive collaboration.”

Austraat explained that he uses a “simple phrase” to advance his vision for AI. Ask: “‘Whose lives are going to get better, how much do we know and how do we know?'” he said. “If you can actually answer that question, you’ve covered all the bases from framework, deployment, value proposition, to political air cover.”

Other industry leaders strongly recommend this clear vision. “The key to selling AI is a clear, simple explanation of the business case,” agrees Ben Hookway, CEO of Relative Insight. “With consumer data coming in from all directions, much of it is text-based. All this qualitative text data can – and should – have a strategic impact on brand strategy, product development, customer service, marketing, communications, and more. These data Much of that is in real-time, which is extremely valuable in helping to really understand how customers are really feeling.”

In Austraat’s financial services industry, “interpretability trumps model performance,” he adds. “In particularly sensitive areas such as credit underwriting, banks and other financial services institutions must balance the desire to innovate and use cutting-edge artificial intelligence with reasonable regulatory expectations around explainability, robustness and fairness. Most Popular Resolution Scenarios don’t always win, especially when it’s too black-box.”

It is also important to convince business leaders that successful AI can take the business in a new — and possibly positive — direction. “Enterprises aren’t looking to buy sensors, cameras, or AI solutions — they’re looking for holistic solutions that solve business problems,” said Ken Mills, CEO of EPIC iO. “If you want to sell to enterprises Sensors or cameras, my advice is to work with a consultant or a solution provider who can provide a complete answer to the business question.”

AI is all about making processes easier,” said Umesh Sachdev, co-founder and CEO of Uniphore. “Whether it’s solving customer problems, eliminating manual tasks or making more accurate predictions, AI can complement human efforts , enabling humans to work, interact and innovate more effectively. “

It goes even further, writes OneReach founder Robb Wilson — with the rise of far-reaching AI solutions like conversational AI, providing “customers and employees with heightened problem-solving abilities, the world as we know it will Fundamentally changing” .ai in his latest book, The Age of Invisible Machines. Business leaders need to understand that AI cannot succeed in the long run as discrete, one-off projects. This “requires a holistic commitment that touches every aspect of the business. The complexity of random-behavior technologies — such as deploying disparate machines that exist in isolation — can overwhelm your employees and customers, leading to low adoption rates. However, a fully integrated approach Can lead to a new paradigm of productivity with unprecedented potential.

Ultimately, the potential is enormous and could amaze even the most AI-savvy. “Creative automation used to be a pretty magical innovation in digital marketing,” said Peter Gordon, global head of artificial intelligence products at Hogarth Worldwide. “But there’s nothing like typing the weirdest sentence you can think of — like ‘teddy bear on a skateboard in the middle of Times Square’ — and seeing the AI ​​instantly generate a perfectly realistic image of your idea . Or talking to a sharp-edged Steve Jobs chatbot that feels like a private conversation. There’s more to come.”

Overcoming executive nervousness about AI is also key to successfully selling the technology. People’s first reaction to AI “may be a kind of magical fear,” Gordon said. It is important for business leaders to understand that AI technologies “enable them to do what they do best — accelerate the ideation process to create brand ideas like never before.”

Where and how to start? Keep it clear and simple, advises Wilson. “The easiest way to get started is usually to automate internally first; start small by automating individual tasks and skills rather than entire jobs. The simpler the starting point, the faster you can test and iterate. The earlier you test and iterate, the sooner you can roll out Internal solution. You will continue to test and iterate on that solution, using that momentum to find new skills to develop, test, iterate, and deliver. When you have long legs, you’ll be groping a lot, but that’s part of the process. “

AI succeeds when it solves obvious business problems or creates new opportunities. “When businesses think about AI, it’s because they have a need,” Sachdev said. “Some process is draining their resources or harming their relationship with customers, and they want to correct it as easily and cost-effectively as possible. Look for friction points. What areas in the business process are slowing down or causing problems for customers or employees Undue burden? What outcomes do businesses want to improve, and what is holding them back from achieving them?”

For example, a friction point AI can address is related to customer experience. “If customers are struggling on the front end, maybe AI can guide them by curating relevant content based on their past purchase and search history,” Sachdev said. “If customer support is the problem, there are tons of possibilities to explore. AI can help identify customer intent, improve self-service interactions, and even assist agents during real-time interactions. Analysis is performed to ensure quality. In any case, it saves the time and energy of human workers.”

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