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From selling access to selling outcomes: highlights from my DISx FTDS Summit keynote on how AI is reshaping finance, telecom and digital platforms.
Had an awesome time on stage at the DISx FTDS Summit, delivering "Rewiring Value: How AI Unlocks New Service Models" across finance, telecom and digital platforms.
For 200 years, we sold products: an account, a SIM card, a product listing. AI is quietly replacing the unit of sale itself, from access to a system to the outcome that system delivers.
We closed with three questions every leadership team should be asking: access vs. outcome, the 90-day agent, and building for the machine customer, not just the human one.
Genuinely grateful for the energy in the room, the questions, the pushback, and the number of people who came up afterward to say it gave them something they could actually take back and use. That's always the real measure of a good session.
I also walked away with some great new connections, always the best part of these events. If we spoke at the summit, or you were in the room and didn't get a chance to say hi, let's continue the conversation.
What's the one thing in your business still sold as access that could be sold as an outcome instead?
Originally shared on LinkedIn.
