Don't try to optimize your strongest departments with your first AI project. Instead, target 'layup roles'—areas where processes are broken or work isn't getting done. The bar for success is lower, making it easier to get a quick, impactful win.

Most companies are not Vanguard tech firms. Rather than pursuing speculative, high-failure-rate AI projects, small and medium-sized businesses will see a faster and more reliable ROI by using existing AI tools to automate tedious, routine internal processes.

To overcome employee fear of AI, don't provide a general-purpose tool. Instead, identify the tasks your team dislikes most—like writing performance reviews—and demonstrate a specific AI workflow to solve that pain point. This approach frames AI as a helpful assistant rather than a replacement.

The best initial use for AI in marketing operations is automating high-volume, low-complexity "digital janitor" tasks. Focus AI agents on answering repetitive questions (e.g., "Why didn't this lead qualify?") and cleaning data (e.g., event lists) to free up specialist time for more strategic work.

To win over skeptical team members, high-level mandates are ineffective. Instead, demonstrate AI's value by building a tool that solves a personal, tedious part of their job, such as automating a weekly report they despise. This tangible, personal benefit is the fastest path to adoption.

Onboard users (or yourself) to an AI agent like a new human teammate. Start with easy, high-frequency tasks (e.g., summarizing Slack threads). Progress to harder, multi-step tasks (e.g., scheduling a meeting based on replies). Only then, attempt to automate an entire workflow (e.g., running daily growth experiments).

Don't get distracted by flashy AI demonstrations. The highest immediate ROI from AI comes from automating mundane, repetitive, and essential business functions. Focus on tasks like custom report generation and handling common customer service inquiries, as these deliver consistent, measurable value.

To find high-impact automation opportunities, identify tasks you never want to do again—your "anti-to-do list." This framework, which could include manually sorting Slack or entering action items into Asana, provides a clear and motivating starting point for using AI to improve your daily work.

To bridge the AI skill gap, avoid building a perfect, complex system. Instead, pick a single, core business workflow (e.g., pre-call guest research) and build a simple automation. Iterating on this small, practical application is the most effective way to learn, even if the initial output is underwhelming.