Customer Value Realization in the Age of AI

Customers demand proof of value. AI enables telemetry that demonstrates ROI in real-time, building credibility and accelerating adoption.

Figure 1. AI impact on value realization (McKinsey).

Key Insights

• McKinsey reports 5–15% revenue uplift and 20–30% cost reduction from AI implementations.
• Gartner emphasizes customer outcome alignment as the key differentiator for sales success.
• SAP and Microsoft highlight telemetry and ROI dashboards as adoption drivers.

Pragmatic Playbook

1. Deploy value telemetry from the start of implementation.
2. Create customer-facing ROI dashboards to prove impact.
3. Use proof packs in QBRs to reinforce outcomes and secure renewals.

Sources & References

- MIT / Fortune (Aug 21, 2025): 95% of AI pilots fail.

- Gartner Reprint (2024): AI-augmented digital sales adoption.

- McKinsey (2024–2025): GenAI in customer experience, top tech trends, agents frontier.

- SAP (2025): State of B2B eCommerce.