Insights.
Two tracks: original frameworks from our own engagements, and the signals we track from the wider field.
The Arguments Worth Having
Eight debates that decide how AI actually lands in the enterprise — and where I come down on each.
The Metrics Became the Product Backlog
I put a conversational AI agent into production. The metrics everyone wanted were useless. The ones that mattered turned my dashboard into a build list, and that is exactly the shift RevOps has been missing.
The Operator's AI Canon
The sources that actually explain where enterprise AI is going — grouped around ten themes, for the person who has to make it work inside Salesforce. Start with ten picks; the full 70+ source map is the receipts.
The 10 Commandments of AI in the Salesforce Ecosystem
Ten rules from 44 months, six AI platforms, and thousands of conversations across the Salesforce ecosystem. The skill was never the tool. It was the judgment.
The Operating Stack
Every AI product is built in the same six layers. What runs in each, how I have built them, and how to actually measure AI.
Buying AI Was the Easy Part. You Didn't Consider How You'll Get Your Money's Worth
You bought the AI. Is it paying off? The Harness Check: eight questions every owner should ask before spending another dollar.
Most AI Evals Measure the Wrong Thing
Your eval says the call went great. The caller is already dialing back. Most AI evals grade the answer; production evals grade the outcome: resolved, shortened, or worsened. Here is the evidence-first stack that tells them apart.
Most RevOps Teams Have the Tools. They Don't Have the Outcomes.
A six-point operational framework for converting inbound at scale. Built inside a Fortune 500 Salesforce + Agentforce transformation. Translated for Series A-C SaaS.
I Run 6 AI Platforms at Once. Here Are the 8 Rules That Make It Work.
I always said my AI journey started November 2023. I was wrong by eight months. Here's what 39 months of AI adoption actually looks like when you stop telling the narrative and start reading the data — across Claude, ChatGPT, Gemini, Salesforce AI, Creative AI, and Codex.
AI Doesn't Fix RevOps. It Exposes It.
The AI SDR market crossed $4 billion last year — and churns at 50–70% annually. Both numbers are true at once. Here's the one reason why.
4 Capabilities That Separate RevOps Teams That Scale AI From Those That Don't
Gartner says 40% of agentic AI projects will be canceled by 2027. The AI isn't failing — the organizations running it aren't equipped to operate it. Four capabilities that bridge the gap.
Why 30% of Your Leads Are Never Getting Contacted
A short diagnosis of the gap between marketing spend and pipeline — and how AI-driven routing closes it.
Healthcare Doesn't Have a Data Problem. It Has a Coordination Problem.
A high-impact use case: AI-driven eligibility and coverage lookup. The agent that turns "Is my son covered?" from a long phone call into an instant, defensible answer.
Vendor Approvals Are a Black Hole. You Can Do MUCH Better.
A real deployment pattern: AI-routed invoices, async manager approval, automated vendor comms. Finance teams stop being the bottleneck without losing the oversight.
Insurance CX Is About to Change: "I Want to Add My Son to My Policy"
A simple request that today triggers hold times, callbacks, and back-office work. Here's how the AI-agent flow fixes it without removing the human approval.
Every Agentforce Permission, Cataloged in One Table
A reference table covering all 31 Agentforce permissions, 6 permission sets, and 2 permission set groups. Who needs what, and how it gets assigned.
Why 90% of AI Projects Fail (And It's Not the Tech)
Three failure patterns I keep seeing: wrong use case, wrong team, wrong method. The teams that win shift their approach, not just their tools.
Untouched Leads. Slow Responses. Missed Quotes. The Case for Intelligent Sales Execution.
80-90% of leads never get touched. Reps drown in admin. The shift from manual hustle to AI-driven sales execution — with real benchmark numbers.
In Salesforce, the Key to Everything Is Already in the Platform
A short take on the shift from "I need an agent" to "I need an army of agents" — and what that changes about how you architect.
Salesforce Consulting Is Not Dead. Stop the Nonsense.
Yes, the bloated slide-heavy junior-stacked consulting model is fading. Good. That's not what real consulting is.
The Illusion of Pundits: Stop Watching the Wave, Build the Surfboard
Hot Aventary take: the pundits have no clue. AI-native orgs are shipping while everyone else makes predictions. Here's what engineering readiness actually looks like.
Feeling Overwhelmed by AI Headlines? You're Not Alone — Here's What to Actually Learn
A short, practical framing: the questions everyone is asking about AI and their career, and the four things actually worth focusing on.
Hackers Care More About Your Data Than You Do
An uncomfortable framing: the attackers are using the same AI tools you're still debating. Four things to fix now if you're running RevOps in 2026.
AI Isn't Just a Technological Disruption — It's an Emotional One
The smartest thing leaders can do right now is acknowledge the fear. Dr. Michelle Penelope King on the psychology of AI anxiety — and the mindset shifts that turn it into curiosity.
Most AI Strategies Are Just Expensive Experiments. Here's What Real Interop Looks Like.
Agents that don't interoperate aren't agents — they're islands. The A2A protocol changes that. Why open agent standards will kill the API mess we've all inherited.
114,000 Salesforce Jobs. Only 36 Mention Agentforce.
That's not a typo. That's a blind spot. And if you lead RevOps, CX, or AI strategy, it's yours to capitalize on before the labor market catches up.
Most AI Rollouts Don't Fail at Go-Live — They Fail Quietly After
The dangerous part of an AI deployment isn't the launch. It's the weeks after, when no one's watching. Here's the operational thinking that separates a flashy demo from a flywheel.
