Sam leads a comprehensive training session for Telarus tech advisors on how to build and elevate their AI advisory practice. The session introduces a new AI pitch deck designed to help advisors start meaningful AI conversations with customers. The presentation covers Solaris’s AI practice areas including conversational AI, predictive analysis, infrastructure optimization, and security applications. Sam walks through the pitch deck slide by slide, demonstrating how to position AI as an outcome-driven solution rather than just technology. Key components include an AI readiness assessment framework, use case prioritization methods, and a three-phase implementation roadmap covering pilot, scaling, and operationalization. The deck emphasizes starting with business outcomes and working backwards to appropriate AI solutions, avoiding the common pitfall of leading with technology features. Sam provides practical guidance on facilitating customer conversations, including when to ask probing questions and when to listen. The session concludes with next steps for stakeholder workshops and emphasizes the importance of speed in establishing momentum with prospects.
Transcript is auto-generated.
Today, we’ve got Sam, Meagan, and Mikey b to guide you through some power packed conversation about AI. So welcome, you guys, and thank you so much for being here. And, we look forward to having you guys teach us something new.
Amazing. Well, thank you, Jen. Great intro. Lots of really exciting things happening here at Solaris.
As you all know, AI is the big thing right now, and how do we prepare for twenty twenty six? So it’s gonna be kind of a continuation if all of you saw my session. I’m close. I feel like it was only a few weeks ago, but time is traveling very, very quickly around this holiday season.
Before we know it, it’s gonna be New Year’s. Right? So with that said, I am actually going to share my screen because there’s a couple things I want to cover before we dive way into some pitch deck stuff. Very exciting.
Okay. So first and foremost, is the screen working? Mikey v, give me a thumbs up if you could see it because I could see your vid. Amazing.
Two thumbs up today. So, in true Sam fashion, before we get into any content, feel free to stir up the chat. We’ve got both of our AI, literally two folks with AI in their names. In the chat, Mikey B, and Meagan Thai, our CX and AI solution architects.
So stir up the chat, folks. We’re gonna keep track of all your questions as I’m sure you will all have some as we go through this content, and we will go from there. So first and foremost, Telerus AI practice area. For those of you who have not seen this yet, this is something that we shared a few weeks ago.
Alright? So the way that we, view our artificial intelligence practice area here at Solaris is through use cases, aka outcomes, and then that is driven by then capabilities and features. Alright? So while you’re traditionally have seen, you know, CX, cloud, security, etcetera, right, well, now, we are seeing a lot of those areas blend together. And when it comes to things like artificial intelligence, where you have to look at it in terms of what are the outcomes that the client desires. And you guys have heard me time and time again on all of my hit calls for this entire year on, you have to drive the outcomes.
Find the outcome, work your way backwards. Because, folks, I hate to tell you, but you cannot go to a big box store and buy a box of AI and plug it in somewhere. Right? It’s all fully pretty much a custom, like, situation based on what they’re looking to achieve.
And so what we’ve done here is identified five key areas, and under the AI umbrella. First, there’s agentic conversational AI. This is primarily my swim lane, right, previously, but now as we span across the use cases, right, we look at things like predictive analysis, even infrastructure optimization. Folks, security.
Like, who knew robot dogs was a thing? And, yes, you can get paid on robot dogs. Right? And then we’ve even got some industry specific things.
Yes. Ken, absolutely. Right? You’ll take three, three robot dogs. So what you need to to realize here, folks, is that, lots of different use cases out there, get to know them, and more importantly, just get really, really comfortable talking about this kind of stuff with customers.
And you have us to help you drive those conversations. Bring in me. Bring in Meagan. Bring in Mike b.
We’re more than happy to, to help expand these conversations around this. Most importantly okay. Here it is. Most important, if you take one thing away, most importantly, understand how to monetize artificial intelligence.
And we’re gonna teach you how to do that today, because the last thing you want to do is go into a customer conversation and start talking about stuff that you can’t sell. Right? You wanna be able to to sell this stuff. And so what we’ll review today will help you do exactly that.
So on our last CX hit call, something that I covered with y’all was the AI readiness assessment. And you can get your copy here. Again, I just put the QR code on this slide. But also in my follow-up email after this session, I will send you a copy of this too for you to download.
But don’t forget, if you don’t have it yet, get the AI readiness assessment in your hands. It provides you with a scoring framework to actually tell you where the customer is on their AI journey, and then most importantly, what you can do with them based on where they are in the journey. Alright?
Cool. So a big question after this is, okay, Sam. Well, AI readiness assessment is great, but how do I even, like, start the conversation? Like, what do I show people?
Right? I’ve never built kind of an AI advisory. Right? So, folks, here’s what we’re doing.
This is it. Solaris is helping you all build and elevate your AI advisory. Okay? Building and elevate your AI advisory.
So first step was that readiness assessment to start teasing the conversations. Right? But I’m so so so excited to chat about the AI pitch deck today. This is a deck made built for you for you to fully customize and present to your end customers.
It includes things like why AI now. Right? State stating kind of, like, the state of the industry. It then goes into next steps.
Why work with you? What are the expectations? And then it actually comes with a huge library of different use cases that you can plug in. Right?
And, based on, like, what your customers’ needs are, you can plug those in, start talking about them, and that will help you pivot the conversation into a deeper, right, a much deeper discussion later on, with CX and AI experts as you have here today.
Alright. So y’all ready to see the the the pitch deck or what? Let’s go ahead and dive in. Okay?
So, again, this is something that’s fully brandable that you can take, and here we go. So slide number one. Folks, here’s what I am going to do. Yes.
I will send the deck. Alright? You just joined. You just joined. I will send the deck afterwards.
Don’t worry. Alright?
Here’s how we’re gonna go through these slides. I’m actually gonna present it as if I were talking to a customer, and I’m gonna follow each slide with, hey. Here’s what it does for you as a tech adviser. Okay?
It’s a really short deck. It’s simple and sweet, and it it just guides you into these conversations really easily so that way it can lead to a next step, keep the conversation going. That is the goal. You’re not closing on AI.
Okay? You’re not closing, with any particular solutions. Rather, you’re educating. K? So you’re teaching, and then you’re helping the customer move into a potential artificial intelligence project.
Right? So here we go, folks. Slide number one is why AI now. Right? So customer, let’s start kind of with this bigger picture.
Alright. So AI adoption is accelerating across all industries including yours, but the acceleration comes with a really, really stark challenge.
AI initiatives are not always delivering measurable ROI, and it’s not because you don’t have the vision. Clearly, you do. But it’s because these AI programs are often outpacing strategy. Right?
There’s no governance, And we often oversee things like readiness. And so our goal today is to help you avoid any wasted investment around this. So instead of starting with just technology, we start with your business outcomes. Okay?
And we’re going to align what AI can do with what creates meaningful impact for your organization. Let’s think of AI not as a project, but sort of as operating model shift. Okay? Because when you anchor AI with strategy, it becomes a really competitive a great competitive advantage instead of just, like, say, a science experiment.
Alright. Time out. For you, what this does is it reinforces you bringing in supplier expertise, the vetting, the alignment, and not just, like, generic AI advice. Okay?
So you wanna build this credibility super early, and that’s gonna help tee you up for the future supplier conversations that you’re gonna have. Boom. That’s slide one. Slide number two.
Alright. So customer. Alright. Here’s the reality, is that most organizations kind of resonate with this promise.
There’s this promise out there that AI is going to improve productivity, gonna lead to a lot of better decisions. It’s going to contribute to cost efficiency. But the reality is that these outcomes do not appear automatically. Okay?
There are challenges out there. Things like data quality, fragmented systems, very unclear ownership. Right? And even things like skill gaps.
Right? Holding back really meaningful progress, in the organization. And so the message for you, customer, is really, really simple. Success is really going to hinge on strategic planning.
Alright? It’s not the presence of just like an AI tool. Right? It’s when we bridge this gap between aspiration and execution, that’s when something like AI becomes really predictable, measurable, scalable.
Right? Those three things. Predictable, measurable, scalable. So time out for you all. Use this slide to really set the expectation that you are going to guide the customer toward the outcomes, not the tools.
Okay? We are, again, emphasizing the outcomes. Now next slide, AI readiness assessment. So customer, before we even invest in any AI initiatives, we have to assess your organization across five key pillars.
Alright? Now these pillars are gonna help all of us really understand where you are strong and where there might be some gaps that could undermine success that we are seeking through this process. Alright? So strategic alignment is AI tied directly to your business strategy.
Data and infrastructure, can your data actually support predictive or automated capabilities? People and skills. Do the teams, do your teams, do you have the expertise to adopt and maintain AI workflows? Right?
Processes and governance. Are there very clear workflows? Right? Are there, you know, statements of operating procedure?
Right? Are there is there ownership? Are there guardrails around this stuff in place already that maybe we don’t know about or that we should know about? Right?
Business impact. Do you have a defined way to measure the value that AI actually produces? Really, really important here. And so what this assessment is going to do, customer, it is going to lead to a very clearly defined road map that’s gonna be prioritized.
It’s gonna be realistic, not just a promise. And most importantly, it’s gonna be outcome driven. Alright? Time out.
So for you all, a useful question here is something like, where do you feel strongest today? Where do you see the largest constraints in the business? And then don’t say anything. Like, shut your mouth, bite your tongue, and let them talk.
As salespeople, we love to talk. Alright? Shut your mouth and listen. And I guarantee at this point, they’re, like, so enthralled by everything that you brought to the table that they’re just going to totally open up and talk about all of the different components that they wanna address, or maybe some pain that they’re experiencing.
Okay? Now this is where you absolutely should document any, like, high level gaps that you’re hearing. Folks, if you don’t have a note taking tool yet, something that literally is on your phone to note take, this is the moment or something on your desktop that’s listening in to the meeting. So that way, it could take these notes for you.
You don’t have to worry about writing things down in the moment. Alright? So next slide. Great.
So customer.
Look. At the end of the day, we are always gonna anchor AI to your business strategy, to the outcomes that you desire. So that means we have to dive into two key things. One, your top priorities, and then two, right, the headwinds, the pain points that are slowing you down.
And the goal is really, really simple. Okay? We need to identify the areas essentially where AI can create the most meaningful business impact right now in this moment. By the way, here are some example priorities.
Customer experience, revenue, things like cost optimization, compliance, innovation. Right? That all gives us direction. Pain points like, say, manual tasks, really slow decisions, data silos.
Okay? A lot of those pieces can give us entry points. So from there, what we’re gonna do is we’re gonna pair the right category of AI solution, say, automation, predictive analytics, quality control, etcetera. Right?
And that’s where we could start to figure out where AI can assist.
So time out. A really helpful question here to consider, folks, is if AI could solve one problem, right, for your customers or your employees, which one would have the most immediate impact? Ask them straight up. And a lot of them are gonna probably think for a long time because they’ve probably never been asked this question, which is gonna differentiate you as an expert.
They’re probably going to say, I don’t know. Right? And that’s a great opportunity for all of you to say, that’s fantastic. Let’s dive in.
Okay?
So your goal is to capture the priority areas with really exact phrasing from executives. Folks, this is where a note taking tool becomes really, really helpful because when executives start talking and your note taker starts note taking, right, you’re gonna be able to say, hey, executive, you told me on this day, on this time that x y z.
What has changed since then? Why isn’t this still a priority for you? You told me how painful this was. Right? Let’s continue to keep that as a priority so we can address that because I know it’s a pain point for you because you told me. Alright?
Cool. So this becomes essentially ammunition for you. Right? Ammunition for you to, to start, overcoming any objections you get later on, any delays.
Right? And also just helps you position potential solutions as, well, their adviser. Alright. So we’re gonna dive a little more into it.
Okay? The next slide, prioritizing use cases. Alright.
First thing I always get when I talk to customers about AI stuff. They just start throwing out all of this cool stuff that they’ve seen, and they’re like, oh, yeah. We could totally use that. Right?
And they throw out, like, twenty different things, and I’m like, no. That’s not how it works. Alright? You have to start with what exactly you want to address and work your way backwards.
So here we go.
Customer.
When we map AI initiatives with you and the team, we actually evaluate in two different dimensions. It’s value and it’s feasibility. Alright? So your highest impact early wins sit at the top right of the quadrant. So these are projects with, like, really, really clear business value, and it can be implemented in your existing data and technology as it is, like, pretty much right now. Right? And these wins are gonna bill build a really, really quick momentum.
They’re gonna create internal buy in, and they’re actually going to, ding ding ding, prove measurable ROI very, very quickly. Alright? Now we look at the bottom right, operational experiment. They’re they’re small.
Right? They’re low cost tests that kind of build confidence. Say, maybe you gave, a few people some licenses for, ChatGPT, right, or whatever it is to test out. Right?
And they’re there. Right? But they’re not gonna be super high value in that moment because you’re kinda just letting them play. Long term plays are, you know, kind of big picture initiatives that require a lot more foundational work.
And then there’s, like, ideas, right, that we kind of, like, avoid defer. So in the bottom left. Right? They’re not really practical right now.
And so what we need to do is prioritize the ones in the upper right hand corner. So, customer, a key question for you at this point is, like, look, which potential initiatives can we confidently produce measurable results in ninety days?
And so what this does is this balance really ensures that we’re moving fast, but most importantly, moving fast where it matters. Okay? Because, folks, the reality here is we’re preparing them for a much larger transformation in a responsible manner. Okay?
So time out here. Right? So you want to steer clients to one to two initial use cases. Like, do not let them chase the shiny thing, the experimental stuff.
All of it becomes noise. I’m sure a lot of you have done this. I’ve done it as well. But you start looking at some cool tools.
You start trying it out, and then you like, before you know it, it’s been like an hour. And you’re like, oh my gosh. I got so lost in just, like, trying out this really cool tool. Now I have this slew of stuff I still have to do the rest of my day.
And it’s kind of like on TikTok. If anyone’s been on TikTok, you don’t realize you’ve already been there for, like, an hour or two or three or whatever it is. Right? You get sucked in.
It’s the same concept with end customers. Alright? They get sucked into a lot of the bells and whistles. And, like, by the way, these folks are getting hit up by, like, hundreds of suppliers on the market, right, daily.
Alright? So they are seeing shiny objects everywhere. Your goal is to tell them, hey. I’m here to help you kind of sift through the noise.
Alright? And figure out what is actually viable. So next slide. We’re almost to the end, folks.
Your AI roadmap. So once customer once we identify the right use case, okay, we’re gonna build this road map, and it moves in three very deliberate phases. Alright? So the first phase is a pilot.
Right? We we focus on a use case. Alright? We’re gonna define the KPIs, and we’re gonna do it in a very controlled environment.
And the goal here is not perfection. Okay? It’s to validate. Right? This is where validation happens, and it’s super crucial.
If it works, has potential, great. Right? Then we move on to phase two, which is scaling, and that takes anywhere from, like, the six to twelve month era. So once we’ve proven that the pilot is super successful, we wanna expand that into adjacent workflows.
Right? Integrations, cross functional processes. Right? Sometimes you’ll talk to an organization that has one department already using AI for stuff.
Right? And then another department who’s, like, not even sure what AI is. Right? And that’s a huge problem.
So that’s a great opportunity for you to say, hey. How are we scaling AI across the business? Are you doing that? Tell me how you’re doing that today.
Right? And then phase number three is operationalizing. So this is where AI is just gonna become part of the operating model. Right?
We look at things like governance, reporting. We look, really at sort of enterprise wide adoption. Right? And so what this phased approach is gonna do for your customer is it’s gonna do things like reduce risk, it’s gonna accelerate the value, and it’s gonna turn AI from just like this little project into a fully blown ecosystem that’s going to work for you.
Now I did put this in yellow. Okay? The yellow text here is make sure that you’re modifying this with your customer based on project expectations. If you are telling if if you are still in that education phase, okay, or, maybe there’s something active already, you, of course, want to modify this as you see fit, and we can help you with that.
Alright? So two more slides left. By the way, k, customer, our partnership goes beyond just the entire AI journey. Okay?
We are going to after this, we’re gonna dig into your business model. We’re gonna talk about internal capabilities, your expectations, and most importantly, we’re gonna talk about success criteria. Alright? Then we move into the source and select.
So instead of, you know, you having to do any of the work and sift through thousands and thousands of different AI solutions, you’re gonna get curated, pre vetted options. Alright? Now we evaluate them based on your technical, financial, and operational requirements. Alright?
Three things, technical, financial, and operational.
And then we head into the implementation phase where we yes. Implementation phase. Okay? We’re gonna focus on alignment. So very clear ownership, measurable KPIs, collaborative project management. Okay? Now this is gonna ensure that the deployments actually achieve the outcomes we have already discussed and scoped together.
That’s important. Do not miss this. Okay?
Ensure’s deployments actually achieve the outcomes we scoped together. If it does not meet what we discussed, we need to revisit this whole thing. Alright? Hopefully, it doesn’t get to the implementation phase and you’re having that conversation.
Eek. Alright. The last thing, also really important, is the evolution. So news flash, AI is not static.
Okay? We help with things like governance, training, optimization.
And by the way, if you’re like, I don’t do any of this, Sam. Trust me. You do. Okay? And if you don’t now, you will. So, but this model customer, what this model essentially does is it ensures that you’re getting the long term value and not these one time projects.
Okay? So time out. Right? You want to mention that, these ecosystem suppliers that you already have access to, right, are going to actually fit their use case once the needs are known.
Okay? Not before. Right? You’re not coming into the conversation saying, hey. Check this out. This is really cool looking, and do you wanna use it?
No. No. No. Okay? Understand the use case, and then start figuring out, working your way backwards, how you can contribute those different capabilities, features, etcetera to cater to those specific use cases.
Alright? And I said in this to the customer, I said, hey. This model ensures that you get long term value. Keyword, long term.
Alright? You are not just here to put a Band Aid on it and walk away because that’s not how AI works. It’s changing so quickly that you have to be there. You have to be there even through implementation to make sure that it is working and still continually addressing their need as the business evolves, but even more importantly, as AI evolves.
Alright? So the last slide. Next steps. Okay. By this at this point, your customer is, like, so blown away.
Who knows? They might be crying, like, you know, sitting in a corner in a dark room, rocking with their knees back and forth, hugging hugging their legs together. Right? Hopefully not.
Alright? But these are the next steps that you want to set with them at a minimum. Okay? So customer, here’s how we start delivering measurable measurable results really, really quickly.
Alright? Number one, we gotta have a stakeholder workshop. Alright? We have to build this shared vision.
We have to talk about priorities, success metrics, and then define who internally is going to be championing this project. It could be one person. It could be multiple people. Alright?
Tell you, I’ve been in I’ve been in a room.
I’ve been in a room where there are multiple stakeholders in different departments all telling me what they want AI to do. Alright, and where they envision AI happening. And you all have to make sure that it comes out all nice and hot at the same time, like Thanksgiving dinner. Okay?
We just had this, folks. You all know, right, or many of you might know if you celebrate Thanksgiving that it all wants to come out hot at the same time to keep everybody happy because, you know, Sam wants warm turkey and not the cold turkey because she’s not not really into the gravy. Right? But maybe someone else is into the like, you get where I’m coming from with this.
Right? So at the end of the day, customer, let’s go ahead and make sure we schedule this workshop and then start building your competitive advantage today. Right?
We’re gonna do we’re gonna do things like use case deep dive. We’re gonna do supplier alignment. I mean, it’s all here. So time out.
Tech advisers, you have to push to calendar the workshop during this meeting. Okay? You need to make sure that you come with dates and times that you are available before this meeting so that you could pitch that right now, because speed establishes momentum. This is crucial.
Okay? Do not send an email saying, let me know when you’re available for the next calendar for the next workshop, right, to get this workshop on the books. Come with availability expectations and say, great. Let’s look at calendars right now.
Or you know what? Who do I need to talk to to make sure that we get this on the calendar? Because trust me. Right?
If you’re not using AI today, your competitors are, and that’s how they’re beating you.
K? Alright. So, folks, that’s it. That is the deck. Okay? So we’ve covered, what, maybe ten ish or so slides, if that.
Get really comfortable with these. Now you’re probably thinking, Sam, this is, like, not enough for me. What do I do, if, you know, someone wants an overview of how AI is applicable in health care? You really think that I would let you, like, just willy nilly, like, run with this deck without resources?
No. Absolutely not. So I’ve included an appendix just for you. It includes things like AI business outcomes across industries.
If you wanna pepper in some of these, if you want to send some of these as leave behinds. Okay? It talks about outcomes across industries, maybe just health care. Right?
Maybe you’re talking to someone in maybe finance. Right? Or maybe you have a customer who, like, has no idea even what AI really is, and they need some kind of education before we can even talk about a next step. Here’s a slide just on general education resources.
And folks, if you personally have not taken some of these courses, outside of, of course, Telarus University, highly recommend you take some of these because these courses are what your customers are exploring. Right? Your customers don’t have access to Telarus University. Right?
And so you want to also bring value and say, hey. Here’s how some of you and your colleagues can get familiar with artificial intelligence. And then we get into things like, okay. What’s conversational AI?
Maybe in health care, in finance. What’s agentic? What in the world does that mean? Right?
Analytics, business intelligence, AI ops, etcetera. Right? Like, we can go on and on and on. And so the beauty behind this deck is it’s really fluid, but most importantly talks about AI as it pertains to not just CX, but also cloud security, as well as advanced networking.
And then it helps you actually monetize AI because this deck is not going to steer you outside of what you cannot sell.
K? Again, this deck will not steer you outside of what you cannot sell. Everything in here is absolutely sellable. Okay?
You have access to cutting edge AI suppliers in the Teleris portfolio that can fit all of these different use cases and leads. Alright? So, yes, I haven’t even been looking at the chat, folks, because I’ve been so enthralled in in just the deck and wanting to, make sure that you understand these talking points. Oh, and also, I included speaker notes.
Okay? So if you ever get lost, you can absolutely, like, read from the slides. I don’t recommend it, folks. Practice in the mirror.
Right? But I’ve included all the talking points for you in the actual deck, so that way it goes really smoothly and you’ll never know, or you’ll never be without notes to or, like, not know what to say. Alright? So that said yes.
But what we’re still talking about robot doc. This is amazing. So everyone’s asking great it’s a great presentation. Like, how do we get it?
You’re actually going to get email communication from me personally after this presentation on a summary as well as where you can download this deck and also access to the readiness assessment that I mentioned earlier. So that said, I’m going to stop sharing my screen, and we’re going to start looking at some of the questions. I know Meagan Tye is already smiling because she’s probably, like, stirred up the chat. We like to call it kind of stirring the tea in the chat.
I saw some funny funny comments in here, but, yeah. Let’s bring on, the experts again. Let’s see. We got Meagan.
Jen, any questions here? Anything we want to address that I may have missed?
Or Meagan?
I think we addressed a lot. Mikey had to hop off for another call.
Okay.
I think we I’m scrolling through it, but I think we addressed most of it.
I think we need to run a spiff on who’s gonna sell a robot dog first.
Who knew? Right? And they’re so cute. They’re like, they walk so fast like little terriers.
We need to make a t shirt that has Sam’s face that says shut your mouth.
Yeah. There was a lot of, lot of comments about the shut your mouth as like, it was suggested as a Telarus partner summit theme. It would be our quietest summit ever.
I love it. Well, I’m glad that you guys are listening. I think one thing that would be great, Sam, is like, first of all, everyone is thrilled to see the resources that you’re gonna put out. So maybe once again, explain how people are gonna get their hands on these resources. And then another thing that would be wonderful is if you could help, when like, tell an actual story of one of the times when you walked into a room and it literally was like, I’d like some AI with people with different, with different ideas about what that meant and how you got them focused on that top right, quadrant. Right? Like, what’s the quick hit, low hanging fruit that’s gonna show value that gets people to think about a longer term road map for AI implementation?
Yeah. Yeah. Good one, Jen. And so I’ll touch base real quick on for those of you who missed how how to actually get your hand on these resources, these two things, the AI readiness assessment, as well as the deck that I shared today. Okay. Lots of different places you can get it, but starting with an email follow-up from me personally.
So you’ll get the download links from there. They will be housed in Telarus University as well. And don’t forget, and Chandler posted earlier, but we’ve released a lot of really, really exciting courses, new courses for you. And as you could imagine, more new courses coming in the new year too.
AI essentials are there. Conversational AI is there. Go, like, read up on that. I can share a story, but, Meagan, I’m sure you’ve been in so many more situations than I have.
So I’m where you walk in and they’re like These flashbacks and Jen was bringing that up. I’m like, yes. Yes. I get it sometimes where it’s like, hey. We need an AI vendor for our customer. What can you name?
I’m thinking, I’m sorry.
What? What what? I I think that’s everyone’s worst nightmare is, like, what do you literally do when that happens?
Yeah. Yeah. Or it’s, you know, we need an I AI vendor for this this vertical. Like, that could be anything.
You know, we don’t specify based on verticals. We wanna know the outcomes. To Sam’s point, what are we trying to achieve here? And so we just have to do a lot more digging.
And so those are the cases where we love to get on a call with either our TAs first to have an internal sync up to understand what’s going on, or more than anything, put us in front of the customer. And let’s just dig a little bit deeper. Just have that conversation. Sam, earlier on your presentation, was thinking you’re right.
It is it’s a conversation. It’s not a skew. You have to really talk this through and open it up with one or two questions. Right?
What what what are you trying to accomplish? What do you what do you got done today? What are trying to do? And then just let the customer talk, and then just take lots of notes or have your AI take notes for you.
But it’s really is that. So, yeah, it is it’s a little frustrating when I do hear, hey. I’ve got a, you know, customer in this vertical space. They need AI.
What for? Right? It just opens a whole can of worms. So we don’t know. I mean, we can’t help you, but we can help you guide that conversation.
We can help give recommendations out of the gate. We can help guide the conversation, try to figure out what they’re trying trying to do. So that’s all.
Yeah. Yeah. I love that, Meagan. No. Thank you. And, like, y’all saw me before. Some of you actually took a screenshot of it and sent it to me afterwards, which I’d super appreciate it.
But, you know, it was, well, here’s my face when people ask me, who are, like, your top AI solutions right now? And it’s literally like, what? But, anyways, there are a couple questions in the chat I wanted to address real quick. Just looking through here, one was recommended scripting, and then two, will we get the deck as a PDF or PowerPoint?
So, you will have access to it as a PowerPoint. It is fully brandable. And also there are speaker notes in the deck that you can review and use as talking points as you go through. And also, all of the slides in the appendix have talking points in there as well.
So that way you could speak to them confidently.
I think Andrew had a question here. So, you know, AI as a service, that’s a that’s a big loaded question too. Are there AI as a service solutions that are proven and ready to deliver, to the top right quadrant?
I don’t know if the quadrant is your quadrant or we’re talking about a I think that’s the low hanging fruit, high impact quadrant.
Gotcha. Okay. So, I mean, in my mind, I think they’re all considered a service. AI to me is like a tool or a capability, and some of it is is subscription based.
Some of it is just a one time, and and it continues to grow. So I don’t I don’t know if there’s answers there other than conversational AI perhaps as a service that’s proven. That’s for the most part prebuilt, and that’s why I’m excited to hear what Skipio has to say on this call. But it’s it’s prebuilt for the most part, right, to Harry’s point as well when he had a question earlier.
Some of this stuff does come prebuilt, but you always have to massage it or let the agentic AI do its thing and continue to learn. It’s you can do something as phase one or day one out of the gate that can work, and it’s going to continue to improve. It’s not gonna be, let’s plug it in. It’s ready to go.
We don’t ever have to touch it again. That’s that’s not the reality.
Yep. All good points. Yeah. So, folks, at the end of the day, you know, this is a this might seem like a daunting conversation, but we’re here to help you simplify it and more importantly, move it forward.
Okay? This is a great time to, participate in the AI conversation because guess what? Everyone’s kind of on the same level with it. Right?
And so anyone is open to having a conversation about it and just how it can impact the organization. So now is the time to start teasing this out. And look, if you need some help, if you wanna have these conversations live, maybe with some of us on the call, more than happy to that and help you accelerate the deals even quicker.
That stat that everyone’s throwing around about ninety five percent of AI implementations not yielding desired outcomes is actually a great way to get folks focused on outcomes.
You so that you can say, no. Let’s real that given that most people aren’t seeing, results that they were hoping for, let’s make sure that we’re laser focused on the outcomes that you’re working toward and make sure that you keep focusing that back toward outcomes.