She was convinced that AI could give her company a strategic advantage and successfully made that case to her colleagues and leadership team. In one real-world business case, a professional who focused on research and analytics at a large CPG company became a mobilizer for AI transformation. Incidentally in that process, they can gain widespread recognition for innovation and become leaders within their organizations. Like the mobilizers identified in “The Challenger Sale,” employees who mobilize their companies to adopt AI can drive change across the entire enterprise. That will change in 2020, with ideas bubbling up from business units and technology adoption driven by people who don’t necessarily have deep technical expertise.
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Those teams came up with new ideas and built business solutions. And it’s already happening.īefore now, even if IT wasn’t in charge of the rollout of new technology, fundamental changes originated in engineering and R&D groups with advanced technical expertise. The next stage of workplace technology evolution, the democratization of AI, will be even more disruptive.
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By bringing the technology they used at home into the office, consumers disrupted IT’s control of enterprise technology. The consumerization of IT put power into the hands of users - employees rather than IT took the lead in adopting new technologies.
#The challenger sale mobilizer software
In the decades that followed, IT directed the launch of countless new technologies, including internet access and business software that fundamentally changed the way people work. A generation ago, IT departments led the way as enterprise resource planning (ERP) systems were rolled out to integrate the management of core business processes.