An agile track alongside the IT program.
Anonymized client. Account attested by Average Robot.
The client is not named and the account reports no figures. It is Average Robot's own record of the engagement.
The tension
A considered, company-wide AI program is on its way, led by IT and built on Copilot. It is robust, it is sensible, and it is built to serve everyone at once. But a sales team runs on speed, and the work it owns, finding leads and chasing opportunities, does not pause while a one-size tool makes its way down the roadmap. Every quarter it waits is pipeline it does not get back.
The surface story
A construction business where the AI approach was being handed down by the IT department. A team focused on lead generation and project opportunities could see the potential for something more agile alongside it. They wanted room to move faster on the work they are measured on, alongside the company program.
The default path
Take whatever the central program delivered, whenever it arrived, and make the team's fastest-moving work wait for the pace of the slowest common denominator.
The ground truth
Working through People, Process, and Platform, the real picture came clear. The central approach was sound for the organization as a whole and wrong for this team in particular. A program that has to serve everyone moves at the pace of everyone. A sales team that lives quarter to quarter cannot afford that pace. The technology was good, and the blocker was a poor fit and slow timing, which together cost the team.
The reframe
The question became whether this team could run a faster, sales-built track in parallel, starting now.
The design
We worked with the team to shape that parallel track, built around AI tools suited to lead generation and opportunity-finding rather than the one-size default. The track runs alongside the central program and does not wait for it.
The outcome, across People, Process, and Platform.
People
The plan hands the team ownership of the outcomes they carry, instead of leaving them waiting for a central solution to eventually fit them.
Process
It sets up a faster, sales-built track to run in parallel with the company-wide program, designed for how this team actually wins work.
Platform
It points them toward AI tools matched to lead generation and opportunity-finding, rather than the single default that was never built for the way they sell.
The central IT solution and the business team's need are rarely the same thing.