Case Studies

AI adoption is no longer a question of if — it’s a question of how you bring your people, leaders, and systems along. These case studies show what that looks like in real organizations and in composite scenarios drawn from many leadership conversations. They are written for senior leaders who care about three things at once: business outcomes, responsible use of AI, and the humans asked to change how they work.

CASE STUDY

Leading Change Across a Global Sales Transformation (Global B2B Tech)

A major global technology company facing competitive pressure, declining market share, and a fundamental shift in its commercial model needed to overhaul how it sold. That meant changing sales compensation, tools, methodology, customer targeting, and culture — simultaneously, across a globally distributed salesforce already skeptical of leadership.

 

Over two years, I stepped into a fragmented transformation effort, unified a disjointed change team, and built a rigorous change strategy from the ground up. The work included restructuring how sellers used data and AI, partnering on a fully reimagined annual sales conference, rebuilding three global change champion networks, and surfacing the leadership misalignment that was quietly undermining the whole effort. The results were uneven — as they often are in large-scale transformation — and the lessons were hard-won.

 

  • Who it’s for: CHROs, CCOs, CROs, and transformation leaders navigating multi-dimensional organizational change where the human barriers are as significant as the strategic ones.

  • Read the full case study

CASE STUDY

Scaling Seller Effectiveness with an AI Knowledge Assistant (Global B2B Tech)

In a large technology organization, sellers supporting deeply technical products depended on personal networks to get answers to customer questions. Newer sellers were at a disadvantage, engineers were overwhelmed, and response times often stretched from days to weeks.

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A Sales AI team built an internal, RAG-based knowledge assistant, and a dedicated change and adoption effort focused on the human side: grounding design in real seller pain, setting clear guardrails, addressing the hidden influence of engineering behavior, and orchestrating a phased rollout with strong enablement. Within six months, roughly 5,000 global users were resolving more than 90% of queries through the assistant, with an estimated $4M in annual savings, faster onboarding, reclaimed engineering time, and a reusable blueprint for the broader AI platform.

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  • Who it’s for: Sales, product, and AI platform leaders deploying AI assistants for complex, knowledge-intensive sales.​

  • Read the full case study

ILLUSTRATIVE CASE

From AI Pressure to Aligned, Responsible Adoption (Illustrative – Mid-Sized B2B Company)

A mid-sized B2B company (~2,000 employees) had AI pilots everywhere but no shared story about why any of them mattered. Leaders urged teams to “use AI,” while employees quietly experimented, worried about risk, and asked for clearer guidance.


By reframing AI as a leadership and change challenge, the organization aligned executives on priorities and guardrails, built role-specific support for managers and teams, and focused experimentation on a few high-value use cases tied to real work. The result was faster first drafts, less shadow AI, more grounded decisions, and a noticeable drop in anxiety as expectations became explicit.

 

  • Who it’s for: CEOs, COOs, CHROs, and functional leaders in mid-sized B2B organizations wrestling with AI pressure, uneven adoption, and unclear boundaries.

  • Read the full illustrative case