Expert Insights

“AI readiness isn't about having perfect data. It's about having accessible data. Most businesses score 40-60% on their first assessment, and that's completely fine. The gaps become your implementation roadmap.”

“The sweet spot for a fractional CTO is $2M-$20M revenue. Below that, you need a hands-on co-founder. Above that, the decision volume justifies full-time. In the middle, you get senior leadership without the $400k overhead.”

“The biggest mistake with automation is treating it as a technology decision. It's a financial decision. Hours saved times hourly cost minus automation cost equals monthly net value. If the payback is beyond 6 months, re-scope.”

“CRMs don't break overnight. They degrade gradually. By the time symptoms are visible, the root causes are deeply intertwined. A 3-week rescue sprint (audit, rebuild, test) saves months of accumulated damage.”

“When your marketing team exports data to Google Sheets for reporting instead of using CRM dashboards, it means they don't trust the data. Shadow spreadsheets are the most reliable indicator of a broken platform.”

“MCP is USB for AI. You build your tool integration once as an MCP server, and any compatible agent can use it. No more rebuilding integrations every time you switch AI providers.”

“A chatbot answers your question about shipping. An agent processes the return, updates the inventory, and emails the customer. The distinction between answering and acting is what makes 2026 the year of agents.”

“The no-code vs custom code debate is a false binary. Prototype with no-code, validate product-market fit, then rebuild the customer-facing product in custom code. Internal tools stay on no-code. Best of both worlds.”

“The businesses that will benefit most from AI in the next 2-3 years are the ones with clean API layers today. If your business logic is locked inside a UI, every AI tool needs custom integration. APIs make AI adoption trivial.”

“RevOps isn't a new department. It's an operating model. It's the decision to stop letting sales, marketing, and customer success operate as three separate fiefdoms with three separate data sets.”

“The most dangerous words in a migration: 'We'll figure it out during cutover.' Every decision should be made before cutover weekend. Every script tested. Every rollback path documented and rehearsed.”

“If you can't list every SaaS tool your business pays for, what each one costs, and how many people actually use it, you need a tech stack audit. The average Australian SMB with 30+ tools finds $30k-$80k in annual savings.”

“Most businesses should build 10-20% of their stack and buy the rest. Build what differentiates you. Buy the commodity functions. Review the split annually. What you bought last year might need building this year.”

“Before you invest in AI, automation, or a new CRM, answer this: is your data clean enough to be useful? If your team maintains shadow spreadsheets, the answer is no. Fix data first, then automate.”

“Traditional SEO gets you ranked. AEO gets you cited. In 2026, the distinction matters because AI models synthesise from multiple sources. Your goal is to be one of those sources and be cited accurately.”

“Hiring a full-time CTO too early is one of the most expensive mistakes a growing business can make. If there isn't enough technical work for 5 days a week, you're paying $400k for someone who spends half their time on work a senior developer could handle.”

“The businesses getting the most value from AI agents treat them like junior employees: capable but requiring supervision. Spending limits, approval gates, rollback capabilities, and audit logs. Autonomy without guardrails is a liability.”

“It's 10x cheaper to prevent dirty data than to clean it after the fact. Validation at the point of entry: required fields, format masks, dropdowns instead of free text, automatic deduplication on create. Prevention over remediation.”

“Always build with the assumption that you might migrate away from any platform. Ensure you can export your data. Never put mission-critical business logic inside a platform you don't control.”

“Treating RevOps as a technology project is the number one failure mode. Buying a RevOps platform without changing how teams work together just creates a more expensive version of the same problem. Start with process alignment, then automate.”