THE VALUE GAP · THE SERIESField Notes
Everyone is buying the AI era. Few can prove what it returns. Field notes on closing that gap — one idea at a time, no hype.
The org chart is the next thing AI breaks.
When agents absorb the coordination, the org chart stops matching the work. Cutting a management layer is a cost action; redesigning who owns the outcome is a value one. Only one changes what the company is worth.
The 70% problem
Seventy per cent of AI’s value is people, process and organisational change — the part almost nobody budgets for. Bolt AI onto old workflows and you get a faster version of a process you should have retired.
Your AI has a meter now
The all-you-can-eat licence is being retired. ServiceNow, GitHub and Salesforce have all moved to consumption pricing — and roughly 72% of the cost of enterprise AI sits outside the invoice. You cannot claim value you have not netted against the meter.
Everyone bought the capability. Almost nobody can prove the value.
Enterprise AI is now table stakes. The organisations that pull ahead won’t be the ones with the most of it — they’ll be the ones who can stand in front of a board and say, with a number, what it returned.