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.

Proving the ROI for developer productivity tools is challenging, as studies on their impact are often inconclusive. A more defensible business model focuses on outright automation of specific tasks (e.g., auto-updating documentation in CI). This provides a clear, outcome-oriented value proposition that is easier to sell.

The true ROI of AI lies in reallocating the time and resources saved from automation towards accelerating growth and innovation. Instead of simply cutting staff, companies should use the efficiency gains to pursue new initiatives that increase demand for their products or services.

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.

The most effective use of AI in sales is not to replace core selling activities but to handle low-value 'grunt work' like research, list building, and follow-ups. This strategy frees up a salesperson's time to focus on irreplaceable human skills like listening, building trust, and navigating complex emotions.

Instead of a complex, full-funnel AI integration, companies can get a faster ROI by targeting a high-leverage, contained activity. Post-sales support, like using vision AI to verify warranty claims, is an ideal starting point for tangible results and building internal momentum.

The most powerful automations are not complex agents but simple, predictable workflows that save time reliably. The goal is determinism; AI introduces a "black box" of uncertainty. Therefore, the highest ROI comes from extremely linear processes where "boring is beautiful" and predictability is guaranteed.

To identify prime automation opportunities, analyze your company's existing SOPs. These documents explicitly list the sequential steps, data sources, and transformations in a predictable process. If a process is documented for frequent human use, it's a strong candidate for a high-value automation workflow.

Adopt a 'more intelligent, more human' framework. For every process made more intelligent through AI automation, strategically reinvest the freed-up human capacity into higher-touch, more personalized customer activities. This creates a balanced system that enhances both efficiency and relationships.