Background

Salesforce has a diverse range of customers with different technological literacies and capabilities. The speed of AI development is overwhelming, and they don't know where to start. This framework was developed to help stakeholders explain to decision-makers how and where AI would best help an organization.

Results

Used company-wide successfully, at Dreamforce 2023, it was shared in conversations with customers and CXOs to generate opportunities resulting in over $70MN in ACV between customers like Bank of America, State Street, or PNC Financial Services.

Introduction

Our work falls along a spectrum of effort.

Work that adds a cognitive load consumes mental attention, like user research, data analysis, or client calls. This is the challenging work that moves the business forward.

On the other side is work that adds a tactical load. This operational work is time-consuming and necessary but may not be the primary business focus, like resizing files, copy edits, or team updates.

We'd like to be at our peak performance, where there is a perfect balance of efficiency and optimized use of our capabilities. Peak flow is where we have creative focus and innovation. This is where white space lives.

Actual Work Time

According to a McKinsey study on peak work output, the average worker spends only 5% of their time there.

Cognitive and tactical tasks are at odds with each other. This manifests in struggles to maintain operational efficiency while being innovative enough to be competitive. It leaves your people feeling distracted or like their time is wasted.

We’re all familiar with this stalemate.

McLaughlin , K. (2021). *Finding Flow*. McKinsey & Company. https://www.mckinsey.com/~/media/mckinsey/email/newsletters/2021-10-29a-onpoint.html

Increase Potential

We create white space using AI to augment cognitive work or automate tactical work. Unlocking human potential frees up time and resources for innovation, creativity, and focus, which create new market opportunities, increase revenue growth, and close gaps in business offerings.