Trascrizione completa di 472 Beyond AI Adoption: How to Reinvent Your Organization for the Age of Abundant Intelligence with Brian Solis and Dave Wright

function and then also marketing and then also a lab. 00:04:49.279 --> 00:04:51.600 These are the mid to late 90s. 00:04:51.839 --> 00:05:01.279 And the one thing that became really interesting is because consumer-facing startups at that time were essentially a new type of company. 00:05:01.519 --> 00:05:04.879 And there was no playbook for go-to-markets for these. 00:05:04.959 --> 00:05:09.759 These are companies that had to gain market share in markets that didn't exist. 00:05:09.920 --> 00:05:16.240 So you had to create categories, you had to create markets and so everything, like crossing the chasm. 00:05:16.319 --> 00:05:18.959 And these, what's the Clay Christensen book too? 00:05:19.120 --> 00:05:23.199 These are the playbooks that you're like taking pieces from, the innovator's dilemma. 00:05:23.360 --> 00:05:26.160 And you're taking all these pieces and you're starting to create your own playbook. 00:05:26.319 --> 00:05:31.759 And this is the time in the early 2000s where everyone's learning and everybody's passionate. 00:05:31.920 --> 00:05:35.519 And I'll never forget, I need to start writing this down. 00:05:35.680 --> 00:05:38.240 And that was like pre-blogs and then blogs. 00:05:38.319 --> 00:05:42.800 And so I just started taking everything I was learning, everything I was experimenting with, and made it very public. 00:05:43.120 --> 00:05:49.519 And it turned out that there was this community of other people trying to all figure out the next playbook and sharing their ideas and sharing their thoughts. 00:05:49.600 --> 00:05:58.079 And this became this early online community of what would later become founders and influencers and authors and speakers. 00:05:58.240 --> 00:06:24.560 And that early community is what then I became an analyst because I wanted to up-level all of that research and the work I had done to now start to influence the C-suite, write research reports, write books, become a keynote, every way to attack the C-suite to help inspire them to see the market differently, to write their own playbook, to take everything that I had been learning, to recognize we're not going to help your business if all we're doing is adapting yesterday to be better tomorrow. 00:06:24.879 --> 00:06:30.079 And along the way, I recognized that I have two small girls at home. 00:06:30.240 --> 00:06:31.680 They were small then. 00:06:32.240 --> 00:06:42.319 And the best thing I could do was to stop being on stages all over the world all the time and in C-suites and boards all over the place all the time and to get a job. 00:06:45.120 --> 00:06:46.959 That's how Dave and I came together. 00:06:47.279 --> 00:06:48.000 That's wonderful. 00:06:48.160 --> 00:07:20.160 And part of what I know you have done as well, and it shows in this book that you and Dave collaborated on, is that when we are forced to observe the changes around us and the technology and its impact and communicate it in some instances in writing to others, it develops a certain

discipline of clarity, which really helps and is a bridge that a lot of executives I find need built for them when people talk about technology and technology's impacts. 00:07:20.399 --> 00:07:41.439 Now, you start the book with the streather that many of the executives you were dealing with had and they still have, which is trying to understand what kind of organization or company they need to become when intelligence is no longer scarce. 00:07:41.759 --> 00:07:44.560 I wonder what that means. 00:07:44.800 --> 00:07:50.000 We deal with Chat GPT, Claude, you name it, we have access to intelligence. 00:07:50.319 --> 00:07:56.399 How does that impact the average organization when intelligence is not scarce? 00:07:56.800 --> 00:08:05.680 It's because when you designed a traditional organization over the last 50 years, it's always been based on scarcity. 00:08:05.839 --> 00:08:08.800 So the biggest resource cost in a company is always people. 00:08:08.959 --> 00:08:14.079 So what you want to do is you want to be able to design workflows that maximize how those people work. 00:08:14.240 --> 00:08:15.759 How do I optimize what they do? 00:08:16.000 --> 00:08:21.360 And that's not always by making it the most streamlined, it's making sure that everyone does things in a uniform way. 00:08:21.519 --> 00:08:23.680 So everyone's doing things exactly the same way. 00:08:23.759 --> 00:08:26.560 We've got this really repeatable thing, it's really robust. 00:08:26.800 --> 00:08:32.320 We can scale by adding more people to it, and that makes us a kind of a linear growth engine. 00:08:32.559 --> 00:08:43.679 But when you introduce AI, specifically when you introduce the genetic AI, and you've now got things that can do tasks, now you're not limited by resources. 00:08:43.840 --> 00:08:46.480 Now you actually face the opposite side of the coin. 00:08:46.559 --> 00:08:47.840 Now you're faced with abundance. 00:08:47.919 --> 00:08:52.320 Now you've got an infinite number of resources potentially, if you can afford the tokens. 00:08:52.480 --> 00:08:58.399 But you get to go out there and say, if I design this for an infinite number of people, would this be the best way to do work? 00:08:58.480 --> 00:09:03.840 So this is the opportunity to start to review how you do things and think, is there a better way to do it? 00:09:04.000 --> 00:09:06.320 And this has massive effects on a company. 00:09:06.399 --> 00:09:18.159 And you see it in some of the frontier companies now, but all this, this is my view of this, all this big drive now around how do we get AI to code, how do we get AI to be able to do some of the basic programming skills? 00:09:18.559 --> 00:09:29.039 A lot of that's being driven by the AI frontier companies because the way they look at it is if I've got 4,000 developers building this, look at the improvements I'm making year over year. 00:09:29.200 --> 00:09:35.519 What will it look like when I've got 40,000 developers or 400,000 or 4 million developers?

00:09:35.759 --> 00:09:43.679 That's why you see this big race around coding, because that's what's going to really open up the curve to be that exponential level. 00:09:43.840 --> 00:09:45.840 But you can do exactly the same in your company. 00:09:45.919 --> 00:09:58.639 You can start to look at rather than just having that steady growth rate that was based on being able to bring on onboard resources, start to think what it would look like exponentially if you started to automate some of the stuff you're doing. 00:09:58.720 --> 00:10:04.000 But more importantly, open up your mindset to think about what you could do that you couldn't do before. 00:10:04.159 --> 00:10:07.440 Not just how do I do it faster, how do I do something completely different. 00:10:07.759 --> 00:10:09.039 Let me jump in there, Dave. 00:10:09.200 --> 00:10:12.399 Does that apply to all types of organizations? 00:10:12.720 --> 00:10:15.440 It depends on what the nature of your business is to a degree. 00:10:15.600 --> 00:10:21.360 So if you were, let's say you were in the manufacturing business, for example, or let's say you're in the automotive business. 00:10:21.600 --> 00:10:30.399 If I went to a major car manufacturer, if I went to BMW and said, I could help you generate 10 times more cars than you generate, that wouldn't be a great business model for them. 00:10:30.559 --> 00:10:34.399 It's not the fact they can't produce cars quick enough to sell that limits the market. 00:10:34.559 --> 00:10:41.679 But if they had a vision of going into a different industry, and this is very much what the concept of an infinite company is, how do I expand out? 00:10:42.000 --> 00:10:55.919 It might be you could have a conversation where actually they were interested in going into, I don't know, aeronautical parts manufacturing, or they were interested in going into another diverse market that they weren't already playing in. 00:10:56.159 --> 00:11:07.840 You could start to isolate what the constraints were for that, whether it was people, whether it was finance, and use AI in other parts of the organization to be able to free up the resources to enable them to do that. 00:11:08.000 --> 00:11:14.240 But I agree, not everyone wants infinite production, which is why we say don't just do more of what you can currently do. 00:11:14.480 --> 00:11:17.600 I think everyone does want infinite innovation though, and that's the big difference. 00:11:18.080 --> 00:11:26.879 Brian, we'd love to get your thoughts also on the implication of intelligence no longer being scarce on organizations. 00:11:27.440 --> 00:11:29.039 Dave and I were just having this conversation. 00:11:29.360 --> 00:11:32.720 This is more of a philosophical take, but I promise I'll answer your question seriously. 00:11:32.799 --> 00:11:42.639 But we're also witnessing somewhat the dummification of thinking and strategy because of AI. 00:11:42.960 --> 00:11:50.639 And we see it every day in work that's proposed, idea that's proposed, language that's proposed, decks that are proposed. 00:11:51.039 --> 00:11:55.840 This has been studied and is being studied across the boards in academia. 00:11:56.000 --> 00:12:07.840 But for intelligence to thrive, let's just say human intelligence to thrive, it has to be in the driver's seat of collaborating with artificial intelligence. 00:12:08.480 --> 00:12:25.840 And intelligence can be abutted because the tools are there and the models are there, but it isn't how you use these things together that dictates the value that you can obtain and the value that you can create. 00:12:26.000 --> 00:12:56.240 And I want to just lay that down as a foundational layer because we are essentially seeing organizations led by decision makers, pressured by stakeholders and shareholders, take what could be this abundant intelligence and limit it, constrain it to the work that's being done today, to the value that's being created today, with the assumption that is infinite. 00:12:56.559 --> 00:13:11.600 But we all know history has taught us very well that tools aside, it is the strategy, the thinking, the vision, the innovation, as Dave said, begets longevity, begets competitiveness. 00:13:11.840 --> 00:13:23.279 No one's gonna write in an article or an obituary of one of these companies who's gonna probably not make it because their lack of infinite competitiveness. 00:13:23.759 --> 00:13:26.960 No one's gonna say we just didn't use enough AI. 00:13:27.360 --> 00:13:32.480 What they will say is they just lost their way. 00:13:33.200 --> 00:13:40.320 And that's, I think, where intelligence becomes a value-added differentiator. 00:13:40.960 --> 00:13:48.000 So it starts with how people perceive this moment and then how we work with these tools. 00:13:48.240 --> 00:14:02.639 Dave and I were having a conversation yesterday where he brought up this very important stat that I don't ever want to lose, which is that Quantum Black by McKinsey had studied 25 attributes of AI investments in terms of ROI. 00:14:03.039 --> 00:14:11.519 And of the 25, the number one that had impact on eBIT was the reimagination of a workflow with AI at the core. 00:14:11.759 --> 00:14:25.360 Meaning, and that's just a fancy way of saying, we're going to rethink how workflows throughout an enterprise with AI to extract the greatest outcome, the greatest value, the greatest potential. 00:14:25.519 --> 00:14:32.879 And if you do that one at a time in the areas that have the greatest impact in your organization, you're going to essentially rewire your company in the process. 00:14:33.279 --> 00:14:36.240 There's a lot that goes into that statement to make that happen. 00:14:36.480 --> 00:14:38.879 But that is the answer to your question. 00:14:39.039 --> 00:14:44.399 It's where are we going to focus this intelligence to help us extract greater and new value? 00:14:44.720 --> 00:14:46.559 What a powerful point there, Brian. 00:14:46.639 --> 00:14:48.000 I wanted to underline a

couple of things. 00:14:48.159 --> 00:14:54.080 I was talking to the CEO of a telecom, and he was sharing some of his frustrations with me. 00:14:54.240 --> 00:15:08.720 And he said, there isn't a day that goes by where another senior executive puts up a set of beautifully crafted PowerPoints on some element of our strategy that they can't fully own or explain. 00:15:09.039 --> 00:15:19.440 At all levels of organizations, there is cognitive outsourcing to AI what the executives should maintain themselves. 00:15:19.679 --> 00:15:29.600 The other point that you made is looking at the entire workflow and how intelligence can play a role in that. 00:15:29.759 --> 00:15:37.440 And I would love to get your thoughts on what is an AI-enabled company versus what you call an infinite company. 00:15:37.519 --> 00:15:41.279 Because right now a lot of companies are becoming somewhat AI-enabled. 00:15:41.440 --> 00:15:43.759 What is the difference between the two? 00:15:44.399 --> 00:15:47.200 The book is built on the work that Dave and I do. 00:15:47.519 --> 00:15:59.120 So, for example, as we were writing this book, we were also doing research around what we call the four AI cultures, defining how companies are seizing this moment and moving forward with AI. 00:15:59.279 --> 00:16:04.399 So, on one extreme side, you have a company like an AI native. 00:16:04.559 --> 00:16:09.360 This is a company that is literally inventing itself with AI from the ground floor. 00:16:09.440 --> 00:16:11.360 It's the DNA of the new construct. 00:16:11.440 --> 00:16:14.080 They're shifting from org charts to work charts. 00:16:14.320 --> 00:16:18.879 There's inherent human-agent ratios to accomplish work. 00:16:19.039 --> 00:16:23.360 Things are more horizontal across the enterprise than they are more vertical in terms of silos. 00:16:23.519 --> 00:16:26.799 And then you have AI forward, AI first. 00:16:27.039 --> 00:16:29.519 We decided to lean on the term here. 00:16:29.600 --> 00:16:31.279 It's even on the cover of the book. 00:16:31.440 --> 00:16:33.840 We want to help companies become AI forward. 00:16:34.000 --> 00:16:36.320 This is how we're going to think with AI. 00:16:36.559 --> 00:16:39.360 If that means that we can think from a native perspective, fantastic. 00:16:39.440 --> 00:16:42.639 But that we know that's going to be hard because you can't just stop. 00:16:43.360 --> 00:16:51.279 So we do want companies to recognize that infinite doesn't mean make more of what you already do today, like Dave said earlier. 00:16:51.519 --> 00:16:54.480 It's about becoming boundless in capacity. 00:16:54.799 --> 00:16:58.720 It's about being boundless in decision making. 00:16:58.960 --> 00:17:15.039 It's about being boundless with imagination and curiosity and to turn that into part of the culture of your organization so that you can ask questions that have maybe been a little sensitive to ask in the past. 00:17:15.119 --> 00:17:20.240 Or as Dave and I were talking about yesterday, we've got to be able to look at sacred cows. 00:17:20.319 --> 00:17:28.880 What is the legacy that we're protecting in order to be able to sacrifice what's necessary in order to compete against the future? 00:17:29.119 --> 00:17:37.039 So, in many ways, you could think of an infinite construct beyond where we get to in the book in terms of specifically how to do it in stages. 00:17:37.200 --> 00:17:46.559 If you look at Netflix, Netflix is one of the most interesting companies in that they went all in on innovation. 00:17:46.799 --> 00:17:55.759 So much in the same way an AI native is redesigning their organization and probably will continue to redesign their organization to be competitive. 00:17:56.079 --> 00:18:15.279 Netflix is unique because in order to evolve from DVDs to e-commerce, e-commerce to streaming, streaming to content creation, it is in its most latest incarnation where it's actually doing two things at once, which is streaming and content creation. 00:18:15.599 --> 00:18:24.400 But to get there, they've had to shed the largest parts of their business in order to take on what they knew was going to be the next S curve. 00:18:24.559 --> 00:18:29.359 And so with that in Silicon Valley, for those who don't know, it's called jumping the curve. 00:18:29.519 --> 00:18:31.759 So you're not going to see out your bell curve. 00:18:31.839 --> 00:18:35.759 You're just going to jump to the next as it's starting to take shape. 00:18:36.079 --> 00:18:40.400 And that is a mindset that you could associate with an infinite company. 00:18:40.640 --> 00:18:43.519 Here, where we recognize that you can't just jump your curve. 00:18:43.599 --> 00:18:44.880 You're going to have to see that through. 00:18:44.960 --> 00:19:06.079 But what Dave and I refer to it as is mode one and mode two transformation is you're using AI to maximize the curve you're on while exploring the gains from all of that work and applying it to what is next so that you're competing with and disrupting yourself as you go and grow. 00:19:06.319 --> 00:19:14.160 I think the other thing that's interesting is an infinite company doesn't feel constrained by where it moves to next. 00:19:14.240 --> 00:19:17.680 It's you've got to have that vision in the company of what you want to achieve. 00:19:17.839 --> 00:19:22.160 And this is one of the reasons why we always say that an AI strategy shouldn't be about AI. 00:19:22.319 --> 00:19:25.440 You should be looking to achieve something else with your company. 00:19:25.680 --> 00:19:29.920 And AI is simply the vehicle that allows you to achieve what you want to achieve. 00:19:30.160 --> 00:19:36.319 So it's not necessarily growing infinitely to become the biggest thing in your particular domain. 00:19:36.480 --> 00:19:48.000 It's always having that agility and flexibility to know that you can infinitely reinvent yourself, you can infinitely survive, you're not constrained by resources and you're not constrained by lack of

innovation. 00:19:48.480 --> 00:19:59.200 Are there organizations that you would say have done this well or have started the process well for others to learn from? 00:20:00.319 --> 00:20:18.640 Look, to be honest, the reason we wrote this book is because everyone's always looking for that use case or that case study because it removes a lot of the fear and ambiguity if we can if we can go point at something and follow the model and deem it as a win. 00:20:18.960 --> 00:20:23.359 But that is only creating a new AI-powered status quo. 00:20:23.519 --> 00:20:34.559 And there are plenty of books out there and plenty of podcasts and articles out there that'll help you protect your business model as it exists today with AI. 00:20:34.799 --> 00:20:36.160 We didn't want to do that. 00:20:36.480 --> 00:20:41.599 We wanted to say if you had to reinvent your company, how would we do it? 00:20:42.079 --> 00:20:54.319 And so we actually did the work of what it would mean to reinvent a workflow, for example, so that we could document those steps. 00:20:54.480 --> 00:20:58.960 And then we thought about what it would mean to measure progress in an entirely new direction. 00:20:59.039 --> 00:21:00.400 So we could document those steps. 00:21:00.480 --> 00:21:04.160 So while they're not use cases, they are blueprints. 00:21:04.400 --> 00:21:14.079 And this is going to be an uncomfortable read for people who are not ready to actually change their company because that's what we're helping them do. 00:21:14.240 --> 00:21:19.039 So we tell stories of the snippets of progress where we see them. 00:21:19.200 --> 00:21:27.119 So, for example, in the book, we talk about JP Morgan Chase and how they said they wanted to be this AI superbank of 2030. 00:21:27.359 --> 00:21:31.279 And they detail in their strategy how they're going to do this. 00:21:31.440 --> 00:21:46.160 And then we dissected that strategy, compared it to an AI native strategy, so you could see where they compare and contrast, so that you can see for yourself how a company says they're going to do it, how they're tracking to a company that's literally disrupting the market. 00:21:46.640 --> 00:21:51.039 And then you can see for yourself where do you want to be in that spectrum? 00:21:51.200 --> 00:21:52.880 But then there's also lessons to be learned. 00:21:53.119 --> 00:21:57.119 Dave, I'm sure maybe you could tell the IKEA story, but it's not in the book. 00:21:57.200 --> 00:22:06.160 But there are stories, for example, like Ford, where you see they probably followed a use case. 00:22:06.319 --> 00:22:18.960 They implemented AI to streamline quality control and recognize that as a result, their quality control, their quality in general, was on a downward spiral. 00:22:19.200 --> 00:22:20.480 They got called out for it. 00:22:20.640 --> 00:22:30.960 They had to rehire their senior engineers that they let go in favor of AI in order to fix this, humans with AI now to improve quality. 00:22:31.200 --> 00:22:36.640 And so what we didn't want to do was say, yeah, go make the mistakes and then come back to us. 00:22:36.880 --> 00:22:38.960 We wanted to say, don't make the mistakes. 00:22:39.119 --> 00:22:40.640 There's really not time for it. 00:22:40.799 --> 00:22:42.240 Here's how to do it right. 00:22:42.799 --> 00:22:44.400 You just reminded me then, Brian. 00:22:44.559 --> 00:22:50.400 So the IKEA story is interesting because it's not what you think about an AI story traditionally. 00:22:50.559 --> 00:23:00.880 What IKEA did was they looked at all their customer service requests and they found that a lot of the customer service calls that came in were for what would look good in my room? 00:23:01.039 --> 00:23:02.240 Would this fit in my room? 00:23:02.400 --> 00:23:04.319 How could I redesign my kitchen? 00:23:04.559 --> 00:23:07.279 So they said, how could we provide a service to do that? 00:23:07.440 --> 00:23:11.599 So they looked at how many calls were coming in, they looked at how many people they'd need to do that. 00:23:11.759 --> 00:23:15.440 And what they did was they used AI to build a boss. 00:23:15.519 --> 00:23:18.559 And they called the bot Billy because Billy was the best-selling bookcase. 00:23:18.640 --> 00:23:20.319 So why not name it after a bookcase? 00:23:20.480 --> 00:23:22.880 Billy automated customer service for them. 00:23:23.039 --> 00:23:31.680 But what they did was they used the headcount that they were saving off that to set up an interior design consultation unit within the company. 00:23:31.839 --> 00:23:34.160 And it was a big unit, it was like 8,000 people. 00:23:34.319 --> 00:23:39.680 But when they automated customer service, they used AI and they saved$13 million. 00:23:40.079 --> 00:23:42.960 And that is your classic mode one, AI. 00:23:43.119 --> 00:23:44.400 Look at what we've saved. 00:23:44.640 --> 00:23:50.960 The mode two side is let's take those resources and build this interior design part of the company. 00:23:51.119 --> 00:23:54.240 That generated over a billion euros in revenue for them. 00:23:54.319 --> 00:23:56.240 It increased their top line by 4%. 00:23:56.799 --> 00:24:04.240 Now, the interesting thing is if we use Brian's example before, if you were truly AI native, you wouldn't have used people to do that. 00:24:04.400 --> 00:24:08.160 You probably would have created an interior AI design tool. 00:24:08.400 --> 00:24:14.079 But what they realized was that human interaction allowed people to have a different spin on things. 00:24:14.160 --> 00:24:20.880 It allowed people to suggest things that perhaps they weren't thinking of based on a conversation rather than just processing a picture. 00:24:21.039 --> 00:24:28.000 So although they are using AI to transform themselves, it's in a different way than you'd normally tell with an AI story. 00:24:28.400 --> 00:24:33.200 The IKEA example is a beautiful example of how it can be done. 00:24:33.440 --> 00:24:50.960 That said, I'm sure you see

what I see where in a lot of organizations, whether it's for senior executives or others, there's tremendous fear associated with any AI initiative, whether it is just augmentation or moving toward more of a transformation. 00:24:51.279 --> 00:24:54.480 You share an equation in your book as well. 00:24:54.720 --> 00:24:56.799 You have resistance to change. 00:24:57.599 --> 00:25:01.200 There is an element that the resistance to change is divided by. 00:25:01.599 --> 00:25:13.599 Now, therefore, the question becomes as we hear in the news about organizations that use AI and lay people off, in some instances, such as Ford, they decide to bring them back, but there are many that haven't. 00:25:14.000 --> 00:25:22.640 Boards of directors and shareholders that are expecting a return on investment on AI, in many instances, more on productivity and efficiency. 00:25:22.880 --> 00:25:27.119 They are not waiting for the new infinite organization. 00:25:27.440 --> 00:25:41.519 So, how can executives and CEOs approach this in their organizations in a way that the opportunities that you talk about can come into view rather than all the fear that has been associated with this kind of transformation? 00:25:41.920 --> 00:25:47.680 For me, the biggest things that most companies miss is building a framework of trust around AI. 00:25:47.839 --> 00:25:55.359 So there is a fear in most companies, and it's a real fear, it's genuine, it's not to dismiss it, that hey, AI is gonna come and take my job. 00:25:55.599 --> 00:25:59.039 And what happens is everyone then accepts AI. 00:25:59.119 --> 00:26:01.759 So AI does something and everyone's like, oh yeah, it's fine, it's great. 00:26:01.920 --> 00:26:11.680 You need to build a trust framework where people can question AI, or where people can say, actually, I'm not gonna go down the Emperor's new clothes routes of saying this is fantastic. 00:26:11.759 --> 00:26:18.240 I'm gonna call it out and say, no, this isn't doing it the way it should be doing it, or this isn't doing it the way you want it to do. 00:26:18.559 --> 00:26:28.799 The interesting thing I think companies need to accept around this is uh you can go in and you can just say, I'm gonna do bottom line reduction, and it is gonna be a headcount reduction exercise. 00:26:29.039 --> 00:26:41.599 But the people who realize how AI is gonna change jobs, so not necessarily replace them, but change them, they're the people who are gonna be able to survive through this a lot more. 00:26:41.839 --> 00:26:52.240 I had uh someone was reminding me of it yesterday that I'd been doing a presentation two years ago, and I had a slide up that said, AI won't take your job, AI will change your job. 00:26:52.400 --> 00:26:54.960 And the guy I was speaking to said, Why did you put that in place? 00:26:55.200 --> 00:27:06.079 And I said, Because that presentation was the first time where I'd looked at what my job is, and my job's predominantly to create presentations, to do keynotes, to talk to people, do things like this. 00:27:06.240 --> 00:27:10.720 And that was the first time I'd used AI to build the deck for me. 00:27:10.880 --> 00:27:18.880 And I realized where I used to spend ages looking for the perfect image for a slide, now I could just describe it as it appeared on the slide. 00:27:19.039 --> 00:27:22.799 And it wasn't taking my job away, but it was changing my job for me. 00:27:22.960 --> 00:27:42.880 So having that ability to have that trust framework where you can question things, but also have that company mindset where it's like, what skills have we got and where can we reutilize those skills and how are we going to allow people to be able to potentially retrain, but more importantly, look at the openings we've got in the company and find out where people fit in those roles. 00:27:43.039 --> 00:27:44.319 That's gonna be a big difference. 00:27:44.559 --> 00:27:49.200 I just played with that guy's not gonna take your job, it's gonna change your job in my head. 00:27:49.359 --> 00:27:50.799 I'm totally gonna borrow that. 00:27:51.039 --> 00:28:00.640 I remember I was on stage for MetLife's big AI event in New York, and I was challenging leadership. 00:28:00.880 --> 00:28:08.000 A lot of people who do think that AI isn't just gonna take jobs, that AI should take jobs. 00:28:08.160 --> 00:28:11.519 And these are people who feel the pressure from Wall Street. 00:28:11.680 --> 00:28:19.519 These are leaders who see that after you make certain moves, that the stock responds positively. 00:28:19.759 --> 00:28:24.480 And I said something like AI isn't gonna take your job, your boss will. 00:28:25.039 --> 00:28:28.960 Something along those lines, because I wanted to make the point it's an intentional decision that you make. 00:28:29.359 --> 00:28:34.559 And this is one of the reasons why I like the IKEA story so much. 00:28:34.880 --> 00:28:47.200 Because when you see people booing speeches at graduations, it's because that resistance is the result of a future that they were told to expect. 00:28:47.599 --> 00:28:56.400 And the trust that Dave is imploring leaders to embrace is that you have to change the narrative. 00:28:56.880 --> 00:29:06.720 If you let AI take jobs, it is because you haven't decided that AI can create new value with people. 00:29:07.039 --> 00:29:10.160 And that is most likely because you haven't explored that. 00:29:10.400 --> 00:29:20.559 And so this is why IKEA is so hopeful to me, in that it was an intentional decision to look for new ways to create value. 00:29:20.799 --> 00:29:24.079 And that research led them to those outcomes. 00:29:24.319 --> 00:29:26.480 That's how you build trust. 00:29:26.720 --> 00:29:30.960 It's not just talk, it's actually doing and showing. 00:29:31.119 --> 00:29:51.519 And I think what's most important is that when you can show that, Dave gave a construct for how you could look through service logs to see if there are any patterns, for example, to see

where there's opportunities to reskill human representatives to deliver new value creation or deeper relationship building opportunities that can create and unlock new value. 00:29:51.680 --> 00:29:55.279 But now someone can say, Oh, I hadn't thought of that. 00:29:55.519 --> 00:30:02.480 And if we can do that more and more, and that's what the book is designed to do, where every page you're probably saying, I hadn't thought of that. 00:30:02.640 --> 00:30:04.480 Hopefully now you can't unsee that. 00:30:04.640 --> 00:30:10.480 And you've now start to open your mind more to think differently about how you can work with AI. 00:30:10.799 --> 00:30:13.279 I just saw one thing to this as we're going through it. 00:30:13.440 --> 00:30:21.279 I think that companies and definitely employees in companies have to not be afraid to say this is not a good use of AI. 00:30:21.519 --> 00:30:26.559 Because what happens now, what I see in a lot of companies is people are being encouraged to use AI. 00:30:26.720 --> 00:30:29.759 And Brian came up with the concept he talked about in the book. 00:30:29.920 --> 00:30:35.519 That what happens is you create this AI tax, and the AI tax is on me. 00:30:35.680 --> 00:30:37.039 So I'll give you an example. 00:30:37.200 --> 00:30:42.559 The other day, someone comes to me and they said, Hey Dave, I've got this great idea for what we could do from a business perspective. 00:30:42.720 --> 00:30:45.359 And I was like, Okay, send me an email, run it past me. 00:30:45.599 --> 00:30:51.839 So if we'd have wound back three years ago, this person would have sent me two paragraphs. 00:30:52.000 --> 00:30:53.359 Say, this is my business idea. 00:30:53.519 --> 00:30:54.480 Not now, no, no. 00:30:54.559 --> 00:31:02.960 Now I get a 14-page clawed generated PDF that I then have to go through to try and isolate what the core is. 00:31:03.200 --> 00:31:05.200 And that's not a great use of AI. 00:31:05.359 --> 00:31:12.079 People, it was funny in our industry, when AI first came out, everyone was like, hey, could we summarize this field? 00:31:12.319 --> 00:31:14.480 And I've worked in this industry for 35 years. 00:31:14.559 --> 00:31:20.400 No one ever asked me for autosummarization before, but now it's hey, summarize this, summarize that, create this. 00:31:20.640 --> 00:31:28.160 And it is, you need to part of that trust framework is to be able to say, actually, this is not a good use of AI, or we'd be better doing this a different way. 00:31:28.559 --> 00:31:32.640 Or ironically, Dave, you use AI to summarize talking. 00:31:33.039 --> 00:31:50.079 One of the VPs at Microsoft said we've reached a point where the CEO gives three bullets to an AI to come up with a 10-page memo to send to the staff, and sends a 10-page memo, and the staff gives it to AI to get three bullet points on what the CEO is talking about. 00:31:50.400 --> 00:31:52.960 So there is that friction that we go through. 00:31:53.200 --> 00:31:55.440 But I also love the IKEA example. 00:31:55.680 --> 00:32:05.200 As you mentioned, Dave, trust is critical, but it's not something that the CEO or any executive stands in front of people and says, trust this process. 00:32:05.279 --> 00:32:08.880 We need to trust each other with respect to the AI approach. 00:32:09.119 --> 00:32:20.240 I would imagine when people talk about AI use cases at IKEA, employees are not terrified because they have already seen and they have that trust level. 00:32:20.480 --> 00:32:21.599 So that is critical. 00:32:21.759 --> 00:32:31.039 Now you talk about learning velocity as the speed at which a company senses, tests, absorbs feedback. 00:32:31.359 --> 00:32:37.200 So how can organizations think about and assess their learning velocity? 00:32:37.680 --> 00:32:46.880 So for the listeners out there or the viewers, what Mohan is breaking down is our return on intelligence formula here. 00:32:47.039 --> 00:32:50.240 So resistance to change is one of the elements. 00:32:50.480 --> 00:32:52.319 And now here, learning velocity. 00:32:52.640 --> 00:33:00.160 The learning velocity sounds pretty fancy, but what we're really saying here is it's your ability to learn and unlearn. 00:33:00.480 --> 00:33:03.200 And that is both at speed and scale. 00:33:03.519 --> 00:33:11.039 And it is a simply said way of saying what you need to do in order to do what you need to do. 00:33:11.279 --> 00:33:14.480 However, that is part of the resistance to change. 00:33:14.799 --> 00:33:20.319 So Dave and I talk about this and probably comes up almost every day. 00:33:20.559 --> 00:33:21.599 Self-awareness. 00:33:21.920 --> 00:33:31.359 Like this you have to be so humble to recognize that you're both not learning and you're not unlearning. 00:33:31.599 --> 00:33:33.920 You're essentially just adapting. 00:33:34.079 --> 00:33:37.759 You're taking this stuff and putting it on top of what you do. 00:33:37.920 --> 00:33:40.480 And you're probably making it faster. 00:33:40.640 --> 00:33:45.119 I can promise you, you're probably making it worse for people who have to experience it. 00:33:45.200 --> 00:34:01.279 So whether that's a memo or a deck you're creating, an email you're writing, or if you're trying to create a customer experience, if you're throwing a bot in front of a customer instead of a service agent, a human service agent, for example, you're probably going to impede the experience that they have. 00:34:01.519 --> 00:34:10.639 So taking a step back, learning velocity is really about understanding what this moment is all about and what you can do about it, what you can do differently moving forward, and then scaling that. 00:34:10.800 --> 00:34:13.440 So resistance to change is just that. 00:34:13.760 --> 00:34:18.320 To learn or to unlearn, those are elements of change. 00:34:18.559 --> 00:34:22.559 And people want to throw change management at this. 00:34:22.639 --> 00:34:34.079 And I can assure you, and so can Dave, that there's two things about change

management that people just vehemently resist, which is change and management. 00:34:34.320 --> 00:34:37.199 And yet that is the construct that we're throwing at this. 00:34:37.280 --> 00:34:41.039 And so this is why we also talk about in the book the need for leadership. 00:34:41.199 --> 00:34:43.440 What we're trying to do is arm a new kind of leader. 00:34:43.519 --> 00:34:46.800 And Dave and I could talk about this at length. 00:34:47.119 --> 00:35:00.639 In order to lead change, trust becomes part of it, but so does vision, or what Dave and I call visionary vision, which is having this vision that is so different, like JP Morgan Chase. 00:35:00.719 --> 00:35:03.519 We are going to become the AI super bank of 2030. 00:35:03.599 --> 00:35:05.280 And here's what it means and what it looks like. 00:35:05.519 --> 00:35:09.360 You have to give something to give people to believe it. 00:35:09.599 --> 00:35:12.400 People have to see themselves in that story. 00:35:12.559 --> 00:35:15.920 They have to see themselves on the other side of what this all looks like. 00:35:16.159 --> 00:35:18.000 And then they have to believe it. 00:35:18.079 --> 00:35:20.480 They am empowered and they are safe. 00:35:20.719 --> 00:35:25.360 There's a trust word, to go and learn and unlearn in these directions. 00:35:25.679 --> 00:35:28.880 Then they see the role that they play in this and know how to get there. 00:35:29.039 --> 00:35:31.199 We're making it sound maybe simpler than it really is. 00:35:31.280 --> 00:35:39.679 But this is why leadership is so important and that you can't attack the institutions and the methodologies and the legacy thinking of the past. 00:35:39.920 --> 00:35:48.639 This is a really wonderful opportunity that we believe is not just taking another technology revolution and adapting yesterday to it. 00:35:48.800 --> 00:35:51.440 This is really a control alt-delete moment. 00:35:51.760 --> 00:36:00.079 And you can move forward in whatever direction you want, but one of them is going to give you the exponential returns that keep you competitive. 00:36:00.400 --> 00:36:05.920 The one word we haven't talked about that it's not going to be big, it's going to be small, but at the end of this is transparency. 00:36:06.079 --> 00:36:14.880 From a leadership perspective, if you can go in with transparency and explain why you're doing something, where you want to get to, this is what the plan is, that allays a lot of fear. 00:36:15.039 --> 00:36:18.639 If someone just comes in and goes with a plain AI and people go, why? 00:36:18.719 --> 00:36:19.760 And you go, you'll see. 00:36:21.599 --> 00:36:25.920 But to be able to go in and paint that vision of why you're doing it gets rid of a lot of fears. 00:36:26.079 --> 00:36:26.239 Trevor Burrus, Jr. 00:36:26.320 --> 00:36:28.239 That transparency is essential, Dave. 00:36:28.719 --> 00:36:32.320 Now, Brian, you said this is pressing control alt-delete. 00:36:32.800 --> 00:36:35.519 Who needs to press control alt-delete? 00:36:35.840 --> 00:36:42.320 I always say that when people ask, hey, what industry is ahead of everybody else, or which industry is getting this right? 00:36:42.480 --> 00:36:44.639 You can generalize if you want. 00:36:44.800 --> 00:36:49.840 But the the answer to your question is it is all going to be dependent on the culture of the company. 00:36:50.079 --> 00:36:52.400 That's why culture is so important to this. 00:36:52.880 --> 00:36:54.239 It could be the CEO. 00:36:54.480 --> 00:36:55.760 It could be the board. 00:36:56.079 --> 00:37:04.639 It could be someone who is a minus one, minus two from the C-suite who says, hey, can we have an honest conversation? 00:37:04.960 --> 00:37:11.199 Maybe they're not the ones who hits control alt-delete, but maybe they're the ones who raise the need or raise the awareness for it. 00:37:11.360 --> 00:37:19.840 Somebody's going to have this conversation because right now, pushback is probably at an inflection point, meaning that not pushback itself, but transformation is. 00:37:20.000 --> 00:37:35.360 Dave and I were having this conversation this past weekend about the pressure that companies are facing to embrace AI and their lack of ability to demonstrate ROI from doing so. 00:37:35.679 --> 00:37:41.039 And that pressure's coming from boards, and pressure's coming from CEOs downward. 00:37:41.280 --> 00:37:50.880 And so essentially, then with that pressure, the metrics of that become things like fluency, adoption. 00:37:51.280 --> 00:38:00.559 But one of the things we were talking about was what is the cost of a task and what is the value of an outcome? 00:38:00.880 --> 00:38:12.320 And deconstructing the economic units of this in order to build it back up in order to then make the case for some kind of change with specificity. 00:38:12.559 --> 00:38:21.360 Because otherwise, you're going to leave it to someone to just get a zap of lightning from the sky and say, whoa, I got to hit control alt delete. 00:38:21.679 --> 00:38:24.239 That's a very rare trait in leadership. 00:38:24.400 --> 00:38:36.159 But the people who can make the case to make the stories find the differentiated use cases that like IKEA or like the lesson that Ford learned and say, hey, we're not going to make that mistake. 00:38:36.239 --> 00:38:39.440 Let's try A, B, and C, it can come from anywhere. 00:38:39.519 --> 00:38:41.360 But just people have to feel safe. 00:38:41.519 --> 00:38:45.440 They have to trust leadership to be able to speak up. 00:38:45.760 --> 00:38:48.159 I think it has to come from the top for a number of reasons. 00:38:48.320 --> 00:38:57.679 It's got to come from the top because if it's not a directive from the top, what you'll end up with is 150 pilots where everyone tries it in their own division. 00:38:57.840 --> 00:39:05.519 And then everyone, because there is no strategy around it and everyone's not got the authority to reallocate resources, no one gets any ROI. 00:39:05.679 -->

00:39:07.039 So everyone's deployed AI. 00:39:07.199 --> 00:39:08.400 The teams are still the same. 00:39:08.559 --> 00:39:09.920 They're doing stuff faster. 00:39:10.159 --> 00:39:14.079 Great quote from a guy called Tim Hogarth, who's the CCO of ANZ. 00:39:14.239 --> 00:39:16.480 Asked him once what his AI strategy was. 00:39:16.559 --> 00:39:18.719 And he said, we don't want to let the dogs win. 00:39:18.800 --> 00:39:20.639 And I said, explain the strategy. 00:39:21.039 --> 00:39:23.840 He said, everyone deploys AI everywhere on their own. 00:39:24.000 --> 00:39:26.639 Everyone gains 20 minutes a day productivity back. 00:39:26.719 --> 00:39:28.320 They take the dogs for a longer walk. 00:39:28.480 --> 00:39:29.599 I spend millions of dollars. 00:39:29.679 --> 00:39:31.119 The dogs are the ones that are happy. 00:39:31.280 --> 00:39:39.519 And if you've got something, if you've got something coming down from the top, what it allows you to do is it allows you to have a holistic vision for the company. 00:39:39.679 --> 00:39:44.880 Because what happens, let's say you didn't get that view from the top, let's say you're doing things departmentally. 00:39:45.119 --> 00:39:51.280 Sales goes in, deploys AI, uses it to save a lot of time on internal sales. 00:39:51.440 --> 00:39:55.280 So emailing people, coming up with trying to get leads, trying to get meetings. 00:39:55.440 --> 00:39:56.800 Let's automate all that. 00:39:56.960 --> 00:39:59.360 And you save 25 people because of that. 00:39:59.519 --> 00:40:03.119 And then you look to say, what are we going to use those 25 people for in sales? 00:40:03.199 --> 00:40:04.559 And you create some kind of job. 00:40:04.800 --> 00:40:07.360 Or perhaps you do want to reduce bottom line. 00:40:07.519 --> 00:40:15.760 But if you can drive this from the top, that gives you the capability to say, those 25 people, we're going to move from sales to marketing. 00:40:15.920 --> 00:40:21.840 And we're going to start a different initiative on the marketing front, or we're going to go for a different segment in the markets. 00:40:22.239 --> 00:40:26.960 If you don't drive it from the top, you don't get that flexibility to move the resources around. 00:40:27.119 --> 00:40:29.199 Everyone holds onto the resources. 00:40:29.280 --> 00:40:31.440 And then that's where you see this lack of ROI. 00:40:31.519 --> 00:40:33.119 So for me, it has got to come from the top. 00:40:33.519 --> 00:40:52.559 There are lots of cases of organizations, including one of the largest consulting firms in the world, where they measure the wrong things, where the CEO said, we now mandate all of our managers to use AI and track those for promotions. 00:40:52.960 --> 00:41:03.920 So what would be some of the measures that the organization is moving in the direction of becoming more of an infinite organization? 00:41:04.320 --> 00:41:08.800 For me, one of the important things is making sure that you measure the whole workflow. 00:41:08.960 --> 00:41:17.519 So what I find people do with AI is they deploy AI and they measure it at the point of inception rather than looking at the whole workflow. 00:41:17.760 --> 00:41:22.239 So a great example would be I'm going to measure how many lines of code are generated by AI. 00:41:22.320 --> 00:41:26.159 And our target is to get to 10 million lines of code generated by AI. 00:41:26.400 --> 00:41:33.039 But what you really need to measure is what's your defect rate, what's your QA rate based on the fact you have deployed AI. 00:41:33.199 --> 00:41:35.920 Because you don't want to just do more of something, you want to do it better. 00:41:36.079 --> 00:41:47.199 Or if you're using AI for deflection, customer service deflection, employee call deflection, don't just measure how many calls you're deflecting, measure the reopen rates as well. 00:41:47.360 --> 00:41:53.280 Because I could deflect 100% of calls tomorrow just with one simple agent that says, here's your answer, close your call. 00:41:53.440 --> 00:41:54.719 Not great for anyone. 00:41:55.519 --> 00:41:57.599 But you have to think about that entire workflow. 00:41:57.760 --> 00:42:08.079 If at least you've taken the stance of saying if we want to be infinite based on what Bryant was saying before with the carbon black stuff, we have to redefine our workflows to be more AI-enabled. 00:42:08.239 --> 00:42:16.320 If you're measuring that entire workflow and AI is improving that workflow, then inherently by that logic, you are improving the company to some degree. 00:42:16.559 --> 00:42:21.440 And why it mightn't make you an infinite company, it means you're on the journey to become an infinite company. 00:42:21.679 --> 00:42:30.079 I love that because it's approachable, it's tangible, it's different, but it gives me an understanding of what I need to do and how to think differently. 00:42:30.239 --> 00:42:38.559 And I think the other thing, coming back to something you said, Dave, around the dogs, which as an abstract or obscure, maybe is a better word story as that is. 00:42:38.800 --> 00:42:41.519 I also heard someone say that recently. 00:42:41.840 --> 00:42:42.239 Oh, really? 00:42:42.639 --> 00:42:43.440 About the dogs. 00:42:43.519 --> 00:42:51.360 And I was like, Damn, you must have somehow, someway influenced this person because that's only the second time that I've heard that. 00:42:51.840 --> 00:42:54.719 And of course, I had to tell how I first heard it. 00:42:54.880 --> 00:43:13.039 But to that point, okay, if you're not going to let the dogs win, that means that you are going to cognitively understand what you're saving and now use a judo move and take those resources, energy, whatever that is, towards something new. 00:43:13.199 --> 00:43:14.960 So we're not going to put them towards the dogs. 00:43:15.039 --> 00:43:16.639 So what are we going to do with that time saved? 00:43:16.719 --> 00:43:18.800 What are we going to do with those resources saved? 00:43:19.119 -->

00:43:21.920 Because now this is where leadership can step in. 00:43:22.079 --> 00:43:25.119 This is where a culture of experimentation can come in. 00:43:25.360 --> 00:43:32.079 This is the root of how innovation can be born because you're now going to experiment in a new direction. 00:43:32.159 --> 00:43:33.920 You're going to invest in a new direction. 00:43:34.079 --> 00:43:36.000 This is the IKEA story again. 00:43:36.079 --> 00:43:38.800 This is how you action all of this. 00:43:39.039 --> 00:43:47.519 Because otherwise, you'll just have stats that say 445 hours saved or percentages of things saved. 00:43:47.760 --> 00:43:50.320 But now we could say saved plus added. 00:43:50.400 --> 00:43:51.440 And this is the mindset. 00:43:51.679 --> 00:43:52.880 This is mode one, mode two. 00:43:53.039 --> 00:44:00.079 And we get very specific in the book on the questions you can ask and know which mode you're in, so that you're working towards both of those directions. 00:44:00.400 --> 00:44:18.079 One of the great examples I use that always makes people just stop mid-conversation is if you've got a 10,000-person company and you can save half an hour a day for everyone, and you can reallocate those resources and compress the half hour, you get an extra 600 people working for you. 00:44:18.239 --> 00:44:24.639 So to say to a leader, if I give you 600 heads for free, what would you do with those 600 heads? 00:44:24.880 --> 00:44:31.119 Then it opens a whole new world of wow, we could build these new products, we could build this new plant, we could move to this new country. 00:44:31.360 --> 00:44:33.679 But you've got to think of it holistically. 00:44:34.000 --> 00:44:35.599 It's an outstanding question. 00:44:35.679 --> 00:44:39.199 And your book opened a beautiful new world for me. 00:44:39.599 --> 00:44:44.880 As I have had one reading and I know I will read it again to better understand it. 00:44:44.960 --> 00:44:47.440 And I'm sure the audience will want to as well. 00:44:47.679 --> 00:44:52.800 So where can the audience follow your work, find the book as well? 00:44:53.119 --> 00:44:55.039 Mahan just funny though, Dave. 00:44:55.119 --> 00:44:55.920 I don't know if I told you this. 00:44:56.159 --> 00:45:00.400 Someone just told me that they're on their fourth read of the book. 00:45:00.719 --> 00:45:01.760 Brian, I love that. 00:45:01.840 --> 00:45:05.519 And here's part of what I say, both about podcast conversations and books. 00:45:05.679 --> 00:45:09.920 It's a heck of a lot better to reread a great book. 00:45:10.079 --> 00:45:14.639 By the way, as an aside, if you haven't read Sangeet Paul Chowdhury, I love this book, Reshuffle. 00:45:15.360 --> 00:45:16.239 I've read it twice. 00:45:16.400 --> 00:45:17.840 I'm going to read it again. 00:45:18.079 --> 00:45:26.719 It's much better to reread a great book to truly understand what the author or authors were trying to get across than read a hundred other books. 00:45:26.880 --> 00:45:30.400 Anyway, so can the audience follow your work and find your book, Brian? 00:45:30.639 --> 00:45:35.199 The book is at www.infinitecompany.ai. 00:45:36.159 --> 00:45:40.239 And I think the best way to connect with us individually is probably on LinkedIn. 00:45:40.400 --> 00:45:44.159 Dave Wright is Dave Wright2, if I'm not mistaken. 00:45:44.719 --> 00:45:45.760 Tragically, I am. 00:45:46.480 --> 00:45:47.360 On LinkedIn. 00:45:47.519 --> 00:45:53.599 And I'm Brian Solis on LinkedIn, but I'm also Brian Solis on any one of your favorite social platforms. 00:45:53.679 --> 00:45:59.039 And that's just because I can't sacrifice 20 years worth of investments in communities. 00:45:59.360 --> 00:46:03.440 Thank you so much for joining the conversation, Dave Wright and Brian Solis. 00:46:03.760 --> 00:46:04.400 Thank you. 00:46:05.199 --> 00:46:06.320 Thank you, Babnus. 00:46:07.519 --> 00:46:11.679 You have been listening to partnering leadership with your host, Mahan Tavakoli. 00:46:12.320 --> 00:46:27.920 If you enjoyed this episode, please leave a rating and review of the podcast on your favorite podcasting app and forward the conversation to a friend or colleague so you can help more people discover their purpose, grow professionally with meaning, and have a greater impact. 00:46:28.159 --> 00:46:34.239 For additional leadership insights and bonus content, visit us at partneringleadership.com.