There’s undoubtedly strong momentum in AI infrastructure buildout, as evidenced by the market valuations of players like NVIDIA, but there’s a critical gap in the market that’s limiting AI-driven value creation.
Arguably the biggest hurdle in realizing AI’s business potential isn’t technology—it’s inherently human—strategic acumen. It’s about having human stakeholders who hold the clear understanding and sharp judgment needed to use AI effectively to meet business goals.
After decades of customers being savvy enough to tell vendors exactly what they want, the landscape has shifted. Now, possibilities are outpacing understanding. Businesses are eager to leverage AI but largely don’t know what’s possible, how to start, or if they do have a strong AI environment already, they are struggling to mature it. Let's check out some real-world examples to give you more context.
Real-World Examples
Walmart
Consider the retail giant, Walmart. They have been investing heavily in AI to optimize supply chains, improve customer experiences, and personalize marketing efforts. While they’ve made significant strides, the true value of these investments comes not just from the technology itself but from the strategic guidance they’ve received from their partners. Walmart didn’t simply adopt AI tools—they worked closely with their technology partners to align AI capabilities with their business objectives, resulting in measurable improvements in efficiency and customer satisfaction.
A standout example is Walmart’s use of AI for route optimization. Their AI solution optimizes driving routes, pack trailers efficiently, and minimize miles traveled, resulting in significant reductions in emissions and costs. By leveraging this technology, Walmart avoided generating 94 million pounds of CO² and optimized routes to bypass 110,000 inefficient paths. This success showcases how effective technology partnerships can drive both cost savings and environmental benefits, demonstrating that AI’s impact can extend well beyond the bottom line.
Healthcare
On the other hand, we see industries like healthcare, where the potential for AI is immense, but adoption has been slower despite 90% of surveyed healthcare leaders expecting that AI adoption will help make or break their institution’s success over the long-term (January 2024 findings). Hospitals and healthcare providers often have access to cutting-edge AI technologies for patient care and operational efficiency. However, the lack of strategic technology guidance desperately needed to address their situational complexities has led to underutilized AI tools, with many pilots never transitioning to full implementation. The result? Missed opportunities to improve patient outcomes and streamline operations.
JPMorgan Chase
JPMorgan Chase (JMPC) has been at the forefront of using advanced AI technologies, including large language models, to tackle some of the most pressing challenges in financial services. One of the key areas where AI has made a significant impact is in fraud detection. By leveraging AI to extract entities from unstructured data and analyze them for signs of fraud—such as patterns in emails that indicate business-email compromise attacks—the bank has achieved a 50% reduction in false positives and a 30% increase in the detection rate of actual fraudulent activities. This AI-driven system is trained on historical transaction data and can identify fraudulent patterns in real-time, allowing the bank to take immediate action.
In addition to fraud detection, JPMC has successfully integrated AI into its trading operations to improve efficiency and reduce costs. For instance, AI assists in payment validation screening, reducing false positives and enabling better queue management. This has resulted in lower levels of fraud and an improved customer experience, with account validation rejection rates cut by 15-20%. The success of these initiatives is not just a result of the technology itself but also the bank’s collaboration with partners.
Identifying the Right AI Partner: Look for these Key Characteristics
JPMC's and Walmart's achievements demonstrate that effective AI initiatives require strategic collaboration with skilled partners. Therefore, when choosing a technology partner to help you unlock the full potential of AI, it's essential to evaluate them based on key characteristics that indicate strong strategic acumen and the ability to deliver real business value. Here are the top traits to look for in an AI partner
Unique Expertise and Knowledge: A valuable AI partner should possess deep expertise not only in AI technologies but also in how to strategically apply these technologies within your specific industry, applied AI! They should have a proven track record in AI implementations and a comprehensive understanding of both technical and business processes.
Proprietary Tools and Methodologies: The best partners bring more to the table than just off-the-shelf solutions. Look for those who have developed proprietary tools, frameworks, or methodologies that provide a competitive edge. These could include unique AI platforms, specialized algorithms, tailored integration processes designed to meet your specific needs, etc.
Strong Industry Reputation: Reputation matters. A partner with a strong market presence and positive client testimonials is likely to be more reliable and effective. Look for companies that are recognized as leaders in AI within your industry and can provide case studies or references from similar clients.
Access to Specialized Talent: AI initiatives require a broad range of skills, from data science to machine learning engineering, and more. Ensure your potential partner has access to a pool of specialized talent who can bring valuable insights and expertise to your project. This also includes their ability to scale their team to meet your growing needs.
Alignment with Business Goals: The ideal AI partner should be able to clearly align their AI solutions with your specific business goals. They should offer customized roadmaps that not only integrate AI into your operations but do so in a way that directly contributes to achieving your strategic objectives.
Proven Ability to Drive ROI: Results speak louder than words. Seek out partners who can demonstrate a strong track record of delivering measurable business value through AI. This might include case studies showing how they’ve helped clients achieve significant cost savings, revenue growth, or efficiency improvements. (For my organization, I insist on using a "show not tell" methodology that is steeped in live demos and 3D architectures to prove our capabilities and the business impact we create.)
Adaptability and Innovation: The AI landscape is constantly evolving, so your partner should be adaptable and innovative. They should be willing to explore new ideas and approaches, and capable of tailoring their AI solutions to the changing needs of your business and market conditions.
Long-Term Partnership Potential: AI is not a one-time project but an ongoing journey. Look for partners who are committed to a long-term relationship, offering continuous support, and iterative improvements. A strong partner will be invested in your success beyond the initial implementation phase.
Resource Availability and Stability: Niche partners teamed with larger partners or functioning as part of a specialized AI partner ecosystem, offer the best of both worlds. Niche partners bring focused expertise, agility, and tailored resources, while larger partners provide financial stability and broad access to AI supporting infrastructure. Together, they create a powerful combination that ensures your AI initiatives are well-supported, adaptable, and aligned with your specific needs, providing both the stability and specialized knowledge required for sustained success.
Cultural and Strategic Fit: Lastly, a good cultural and strategic fit is essential for effective collaboration. Your partner’s work culture, communication style, and strategic approach should resonate with your organization’s values and goals. This alignment will facilitate smoother collaboration and more successful outcomes.
By assessing potential AI partners against these characteristics, you can ensure that you choose a partner who not only has the strategic acumen necessary for successful AI implementation but also aligns well with your organization’s specific needs and objectives.
The Way Forward: From Order Takers to Strategic Advisors
Armed with this knowledge, where do you go from here? Unfortunately, many technology partners lack the characteristics that I've shared and are content to play the role of order takers, unprepared to proactively guide clients through these complex challenges. Even worse, their entire go-to-market approach has been optimized for waiting on clients to do the heavy mental lifting for them. This passive stance is causing significant delays in AI adoption and value realization, slowing the critical transition from prototype to full implementation.
In a recent Bloomberg appearance, Daniel Newman, Chief Analyst at Futurum Research, discussed how CEOs are taking a ‘prune to grow’ approach, recognizing that AI drives efficiency. Maximizing efficiencies through fully scaled Applied AI solutions would be a fantastic first step across industries. I believe that accomplishing this will require a fundamental shift in how technology partners engage and operate.
Technology partners must stop expecting to simply take orders and start acting as strategic advisors, bridging the gap between AI capabilities and business needs. This shift is crucial for moving from the infrastructure buildout phase to realizing productivity gains.
Proactive, knowledgeable strategic guidance that enables high-quality decision making is more critical than ever. It’s not enough to build the infrastructure; we must ensure that businesses can leverage it to its fullest. It’s time for technology partners to stop expecting customers to do the mental heavy lifting. Stop waiting for orders. Instead, start actively engaging with customers as strategic advisors, working together to identify and implement real-world, business value-driving solutions. This collaborative approach ensures that Al capabilities address real business needs, paving the way for successful implementations that deliver tangible results.
If you’re a customer, raise your expectations. Pressure your partners to step up and bring their strategic acumen to bear on your behalf. Or use the checklist that I've provided above, to find partners whose cultural DNA is wired for proactive thought leadership and a clear vision for AI business value creation. If you’re a technology partner who lacks the skills and processes to do this—fix it.
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Thank you for taking the time to read my thoughts. If my team can be of help, reach out to us at admin@drlisa.ai
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