An AI product line for a company that had none
No AI products, no roadmap. Within a year, AI extensions were upsold onto accounts representing over a third of total client revenue.
- Of client revenue upsold with AI extensions
- 1/3+
- Improvement in customer retention
- +20%
- Headcount carrying the new product line
- Same
The situation
When we started working together, this client had no AI products and no AI roadmap. What they did have was a set of offerings their clients already trusted, and a production team that was already at capacity.
What we did
Working with their leadership, production, and marketing teams, we built an AI roadmap. From that roadmap we designed and launched a series of AI product extensions built on the offerings clients already bought. Not net-new products competing for attention, but more value on a purchase already justified.
To make it work inside the organization, we ran a company-wide AI training program that built the fluency to adopt and implement AI across functions. The work ran in two directions at once: building new AI tools and AI-enabled versions of existing products, and reworking production processes so the company could carry the new line without growing headcount.
The result
In the first year, those extensions were upsold onto accounts representing over a third of the company’s total client revenue, and customer retention improved by 20%.
The training program is the part that matters longest. The company can now originate its own AI work, which is the whole point.
- Executive and cross-team alignment (leadership, production, marketing)
- Company-wide AI training program
- AI product extensions of existing offerings
- Tools built with AI, and AI built into tools
- Process optimization that surfaces AI value
- GTM automation, upsell motion, and client education
- Operating leadership · Multi-sector · Lower-middle-market portfolio
Growing portfolio revenue from $10M to $180M
- M&A · Healthcare · Media · B2C · Revenue cycle management
Buying and selling companies, and getting the deal closed
- Turnaround · Out-of-home media
A million a month in losses, taken to break-even
Want the detail behind this one?
We are happy to walk through the architecture, the decisions, and what we would do differently now.