The latest generation of AI, including large language models and agentic AI, can accelerate execution dramatically but only after substantial prior operational work. Five years of manual processes—spreadsheets, Canva designs, CRM automations and off-the-shelf hacks—created validated sales and delivery motions that made AI an effective accelerator. AI risks becoming a distraction if pursued for hype rather than customer closeness and profitability. Before investing, determine whether AI brings the business closer to customers. Adopt a manual-first approach: implement by hand, capture rich customer feedback, then automate based on validated demand to ensure revenue and sustainable value.
On the surface, it's a story of overnight magic. But dig deeper and you'll find that the real magic wasn't the AI itself; it was the five years of groundwork that came before. We spent that time using spreadsheets, Canva graphics, CRM automations and hacky off-the-shelf tools to create the right sales and delivery motion, and validate our customers' needs.
Only then did the AI become a true accelerator, as we used Claude, Windsurf and AWS to create the Human Cloud Platform in less than 5 minutes. This brings up a crucial point. AI can easily be a distraction, prioritizing hype and buzz over real revenue and profitability. Why? Because the fundamental principle of business remains unchanged: every breakthrough starts with a deep understanding of what your customers need.
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