PulseAugur
EN
LIVE 17:27:53

AI vendors urged to sell outcomes, not just tools, amid pilot failures

By PulseAugur Editorial · [1 sources] ·

A Forbes contributor argues that businesses should shift their focus from selling AI tools to delivering tangible outcomes. Drawing parallels to the construction industry, the author emphasizes that value lies in successful project completion rather than the tools used. This perspective is supported by a MIT study indicating that most enterprise GenAI pilots fail to show measurable impact, and a Salesforce survey revealing that salespeople spend a significant portion of their time on non-selling tasks. The author suggests that organizations prioritizing mission and working backward to technology will be more successful and less threatened by rapid AI advancements. AI

IMPACT Suggests a strategic shift for AI companies from tool sales to outcome-based services to remain competitive.

RANK_REASON Opinion piece from a Forbes contributor discussing business strategy around AI tools.

Read on Forbes — Innovation →

AI-generated summary · Google Gemini · from 1 sources. How we write summaries →

AI vendors urged to sell outcomes, not just tools, amid pilot failures

How we ranked this

Signal score
0 / 100
Composite score across the factors below. Higher = stronger signal that this story matters right now.
Newsworthiness bucket
Commentary
Opinion piece from a Forbes contributor discussing business strategy around AI tools.
Source corroboration
Single-source cluster
Only one publisher covered this so far. Single-source stories can still rank when the publisher is high-authority, but they lack cross-source corroboration.
Topics
opinion, product, other
Editorial topic classification. Feeds into how the story surfaces on /topic/<slug> hub pages and into the per-entity coverage mix.
AI-industry relevance
Standard
On-topic for AI-industry coverage; kept in the public index.
Story freshness
40 days old
Aged out of breaking-news scoring windows; ranking reflects the durable signal from the full source set.

Full methodology in our editorial standards.

COVERAGE [1]

  1. Forbes — Innovation TIER_1 English(EN) · Tal Frankfurt, Forbes Councils Member ·

    ​Stop Selling The Tool, Start Selling The Outcomes

    The organizations that get the most out of their tools are the ones that know what outcome they're trying to achieve before they touch the platform.

RELATED ENTITIES

RELATED TOPICS