""Part of what that looks like is not having enough people," said Capasso. "All my people are busy, and they're all working on the core stuff. There may be new things they're not trained on or that are hard to learn. And ultimately that's what leads to risk. It's the opportunity cost to pull someone off something core to work on something new. That's the revenue dilemma. It's asking: How do we expand our possibilities and go places we're not currently going, without disrupting the whole machine?""
""I want to challenge the assumption that we need to put a human in the middle of everything for a user to get great benefit from that," he told Fortune. "I think there are actually a lot of interactions where the user would prefer not to talk to a human... It's not about perfection. It's about getting that user what they need in the moment.""
"He says that, like product and engineering orgs, sales teams can "get stuck on the same golden goose of their product and revenue stream.""
Success can create inertia that prevents organizations from pursuing new opportunities. Large incumbents focus on existing customers and processes and risk losing market share to competitors. Sales teams often fixate on a primary product and revenue stream, making it harder to allocate people and resources to new, clear opportunities. Limited staffing and insufficient training raise the opportunity cost of shifting work away from core activities, creating a revenue dilemma about expanding without disrupting the machine. AI can automate sales interactions to surface "found money," reducing reliance on humans for routine tasks. OnProfit launched in 2024 to build AI tools that unlock revenue left on the table.
Read at Fortune
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