Standard questions like 'What's your biggest pain point?' often yield poor results. Reframing the question to what work a customer would offload to a new hire bypasses their pride or inability to articulate problems, revealing the tedious, high-value tasks ripe for automation.
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To discover high-value AI use cases, reframe the problem. Instead of thinking about features, ask, "If my user had a human assistant for this workflow, what tasks would they delegate?" This simple question uncovers powerful opportunities where agents can perform valuable jobs, shifting focus from technology to user value.
The most effective first step to improve developer experience (DevEx) is not building automation or buying tools. Instead, conduct a 'listening tour' with developers about their daily friction. This uncovers high-impact, low-lift opportunities that premature solutions often miss.
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.
True problem agreement isn't a prospect's excitement; it's their explicit acknowledgment of an issue that matters to the organization. Move beyond sentiment by using data, process audits, or reports to quantify the problem's existence and scale, turning a vague feeling into an undeniable business case.
Vercel's CTO Malte Ubl suggests a simple method for finding valuable internal automation tasks: ask people, "What do you hate most about your job?" This uncovers tedious work that requires some human judgment, making it a perfect sweet spot for the capabilities of current-generation AI agents.
Buyers won't openly state their career risks, such as getting fired for a failed project. To uncover these fears, ask: 'What does success look like for you three months after this is deployed?' Their answer reveals their key success criteria, which are directly tied to their biggest perceived risks.
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.
The most effective way to build a powerful automation prompt is to interview a human expert, document their step-by-step process and decision criteria, and translate that knowledge directly into the AI's instructions. Don't invent; document and translate.
Businesses often fail to spot points of friction in their own customer journey because they are too familiar with their processes. This "familiarity bias" makes them blind to the confusing experience a new customer faces. The key is to actively step outside this autopilot mode and see the experience with fresh eyes.
