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AI Isn’t Just a Feature, It’s a Go-to-Market Strategy

Learn how leaders can maximize customer value and business growth in 2025 and beyond.

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March 21, 2025

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August 1, 2025

Overview

Challenges

Tech companies are under pressure to prove real business value from AI investments—not just deliver flashy features. However, internal misalignment between sales, product, and services teams often disrupts value delivery, while customers struggle to prioritize and adopt AI-driven solutions amid constant operational demands.

Summary

The podcast discusses the transformative impact of AI on IT operations and the necessity of aligning technologies with business value to improve customer satisfaction. It emphasizes the evolution of AI solutions from just toolsets to strategic partners in organizational decision-making. Additionally, the importance of understanding customer journeys and value realization is highlighted for driving successful enterprise technology implementations.

Key takeaways

AI in IT Operations:

AI ops platforms automate IT workflows by analyzing data to enhance performance and operational efficiency.

Value Realization Focus:

Organizations must demonstrate clear business value to ensure customer loyalty and renewals amid rising economic scrutiny.

Maturity Model Framework:

A structured approach to assess customer maturity levels in adopting AI helps align IT capabilities with operational goals.

Importance of Stakeholder Engagement:

Engaging various stakeholders, from technical teams to executives, is crucial for effective communication of value delivered.

Evolving Sales Strategies:

Transitioning to value-based selling aligned with a maturity roadmap ensures a consultative approach that meets evolving customer needs.

Podcast speakers

Thomas Lah

Executive Director and Executive Vice President, TSIA

Wendy Wooley

Vice President of Customer Experience and Strategic Programs, ScienceLogic, Inc.

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