AI to ROI (fka Metrics that Measure Up)

Ray Rike

AI to ROI is a podcast that shares how enterprises translate AI investments into measurable business value. Hosted by Ray Rike, Founder and CEO of Benchmarkit, the show features senior enterprise leaders and AI software executives who share how AI initiatives move from pilots to production, and how ROI is actually measured and achieved. In addition, each week, we publish a bonus episode with AI to ROI Newsletter co-author, Peter Buchanan to discuss the Big Story of the Week. The AI to ROI podcast is the evolution of the original "Metrics to Measure Up" podcast.

  1. The Superhuman AI Agent - with Amanda Kahlow, CEO & Founder, 1Mind

    6D AGO

    The Superhuman AI Agent - with Amanda Kahlow, CEO & Founder, 1Mind

    In this episode of the AI to ROI Podcast, host Ray Rike sits down with Amanda Kahlow, founder and CEO of 1Mind. Prior to 1Mind, Amanda was the founder and former CEO of 6sense, an early pioneer in intent data. The Vision Behind 1Mind: Amanda founded 6sense to help companies find buyers; she founded 1Mind to close them. 1Mind builds what she calls "go-to-market superhumans", AI agents that take on multiple roles across the full customer lifecycle, from inbound qualification and live demo delivery to deal closing for SMB/commercial accounts, and even post-sale onboarding, upsell, and cross-sell motions. Why the Buyer Journey Has Fundamentally Changed: Amanda argues that traditional intent data and one-way marketing are becoming obsolete. Buyers no longer follow a linear path of Google searches and form fills; they expect real-time, two-way, solution-oriented conversations, much like they get from interacting with large language models today. The old model of blasting outbound emails or routing inbound leads through a sequential SDR → AE → SE handoff chain is increasingly misaligned with how modern buyers want to engage. Top Use Cases: How Customers Deploy 1Mind: The most common starting point is the inbound website use case, customers start by placing a superhuman on the website that can qualify a visitor, deliver a personalized live demo, answer deep technical questions, and in some cases take the deal all the way to close, all on first touch. From there, customers frequently expand to the "ride-along" use case, where the superhuman joins every sales call as an always-available AI sales engineer. Human sellers retain control but can call on the superhuman in real time to answer hard questions, surface the right case study or slide, run an integration demo, or ask the qualifying questions (MEDDIC and similar) that sellers often avoid. Measurable Business Impact: Amanda shares compelling early results from enterprise customers, including a ~40% reduction in sales cycle length (from ~90 days to ~60 days) and a doubling of ACV for deals that passed through the superhuman pipeline versus the traditional pipeline. She attributes the ACV lift to getting buyers to vendor-of-choice status earlier in the cycle, eliminating the need to compete on price. 1Mind also has use cases for existing customer bases — proactively engaging customers about new features to drive upsell and cross-sell, a task that human CS teams increasingly can't keep pace with, given the speed of product development. How Customers Measure ROI: Amanda is direct: the right measurement framework is revenue impact, not top-of-funnel pipeline metrics. She encourages customers to tie superhuman performance to shortened deal cycles, higher ACV, and bottom-of-funnel revenue influence. She acknowledges there is a maturity curve — some customers start by measuring meetings booked — but the companies seeing the most value are those willing to shift away from MQL-based thinking toward board-level outcomes: revenue growth, lower CAC, and expansion revenue. Onboarding & Time to Value: 1Mind has invested heavily in its self-serve platform to reduce deployment time from a four-month process to an average of about four weeks today, with some customers going live in as little as four days. All deployments are full enterprise contracts, as 1Mind does not run pilots. Advice for Leaders on AI ROI Amanda emphasizes that realizing meaningful AI ROI requires a top-down mandate from the CEO. Incremental point solutions can improve efficiency at the margins, but the big needle-movers require new playbooks and organizational willingness to change how work gets done, not just layer AI on top of existing processes. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

    32 min
  2. Deloitte 2026 State of AI Report - The Untapped Edge

    MAR 23

    Deloitte 2026 State of AI Report - The Untapped Edge

    On this AI to ROI Big Story episode, our hosts Ray Rike and Peter Buchanan dig into Deloitte's 2026 State of AI Report, a 41-page annual study surveying over 3,300 business leaders on the state of enterprise AI adoption. Deloitte calls it "The Untapped Edge," and Ray and Peter unpack exactly why. They walk through the report's seven key inflection points from scaling pilots into production and reimagining business processes, to agentic AI, sovereign AI, and physical AI, with a focus on what the data actually means for companies trying to drive real ROI in 2026. Key topics covered in this episode include: Pilot to Production: Why 54% of respondents expect a major leap in production deployment in the next 3–6 months, and why 37% of companies are still making little or no change to existing processesProductivity & Revenue: How 66% of organizations report efficiency gains today, but only 20% are seeing actual revenue impact from AI - and what it will take to close that gapBusiness Transformation: Why 84% of companies have yet to redesign jobs around AI, and what that means for long-term competitivenessAgentic AI: What the jump from 26% to 74% expected adoption of agentic AI over two years signals, and the top enterprise use cases including customer support, supply chain, R&D, and cybersecurityGovernance: Why only 21% of companies have a mature governance model for autonomous agents, and what leading companies are doing to build responsible frameworks from the ground upSovereign AI: How 83% of multinational board members view sovereign AI as at least moderately important, and why the US, Europe, and the Middle East are approaching it very differently Ray and Peter close with a clear-eyed summary of what enterprises need to do now: close the gap between strategy and operational readiness, redesign work with an AI-first mindset, and shift focus from incremental efficiency to genuine strategic reinvention. 📰 This episode is based on the February 19th edition of the AI to ROI newsletter. Subscribe at ai2roi.substack.com See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

    30 min
  3. AI to ROI: Big Story - Will the Angst, Agony, and Adversity of AI be Worth It?

    MAR 20

    AI to ROI: Big Story - Will the Angst, Agony, and Adversity of AI be Worth It?

    Is the trillion-dollar AI bet actually going to pay off? In this episode of AI to ROI, hosts Ray Rike and Peter Buchanan tackle the big question head-on: with hyperscalers pouring over $600 billion into AI infrastructure this year alone, enterprises struggling to move pilots into production, and white-collar job postings already falling 16% year-over-year, the anxiety is real and justified. But so is the optimism. Ray and Peter break down why the same supply constraints slowing AI buildout may actually give companies and workers more time to adapt, why foundation model costs have plummeted 97% since 2023, and how IBM's internally deployed AI has already generated $4.5 billion in productivity savings. From healthcare transcription to AI-native go-to-market tools, the ROI is emerging, but not evenly or quickly enough for most. What We Cover in This Episode: The staggering scale of AI infrastructure spending: The five largest hyperscalers (Amazon, Microsoft, Alphabet, Meta, and Oracle) are on track to spend over $600 billion in CapEx this year, with Oracle committing 57% of its annual revenue and Microsoft 45%, ratios more typical of heavy industrial companies than software firmsWhy the build-out is slower than everyone thinks: Grid upgrade timelines in the US run 8+ years, data center construction is broadly behind schedule, and critical shortages in chips, transformers, skilled labor, and construction materials aren't expected to ease until at least 2028The pilot-to-production gap is real: Only 6% of enterprise AI projects are delivering returns within a year, and most organizations lack the frameworks and experience to move from experimentation to operational deployment at scaleTrust, hallucinations, and governance are still major blockers: Regulated industries like financial services and healthcare face compounding uncertainty, caught between pre-AI regulations still on the books and a patchwork of conflicting state, federal, and international AI policyThe workforce impact is already being felt : Salesforce cut 4,000 customer support roles, Klarna reduced headcount by 40%, white-collar job postings are down 16% year-over-year, and college graduate placement rates have dropped from 83-88% to roughly 23%, hitting data science, software development, and graphic design hardestBut the technology itself is accelerating fast: Foundation model costs have dropped 97% since early 2023, the number of available models has grown from 60 to 650, and enterprises are getting smarter about orchestrating multiple models for different tasksReal ROI stories are emerging: IBM has generated $4.5 billion in productivity savings from internally deployed AI since January 2023, automating nearly 4 million hours of work annually at $3.50 returned for every dollar investedVertical AI is gaining serious traction: Healthcare AI is the fastest-growing vertical, with one transcription tool alone saving 50,000 clinician hours. Legal, cybersecurity, customer support, and IT operations are all seeing meaningful gainsThe competitive pressure is intensifying: 54% of business leaders in a Mercer study believe they won't remain competitive in five years without AI at scale, and 92% of firms plan to increase AI budgets over the next three years Why You Should Listen: If you're a business leader, investor, or professional trying to cut through AI hype and understand what's actually happening on the ground, this episode delivers the balanced, data-driven perspective that's hard to find. Ray and Peter don't just cheerlead or catastrophize; they give you the real picture: where the bottlenecks are, where the returns are genuinely showing up, and why the next two to three years of slower-than-expected adoption might actually be the window your organization needs to get AI right. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

    31 min
  4. AI-Native ERP vs. Legacy ERP: What's the Difference? with Santiago Nestares, Founder & CEO of DualEntry

    MAR 17

    AI-Native ERP vs. Legacy ERP: What's the Difference? with Santiago Nestares, Founder & CEO of DualEntry

    What does it actually mean for an ERP to be AI-native and why does it matter for your finance team? In this episode of the AI to ROI podcast, host Ray Rike sits down with Santiago Nestares (Santi), Founder and CEO of DualEntry, to unpack the real differences between legacy ERP systems and a ground-up AI-native platform. Santi shares the origin story behind DualEntry, born from a painful nine-month ERP implementation at his previous company that cost a team of 12 and hundreds of thousands of dollars—and explains why simply adding AI features on top of old database architecture misses the point entirely. AI, he argues, isn't a feature you plug in; it's a design philosophy that must be embedded at every layer of the product. Ray and Santi dig into one of the thorniest challenges in enterprise finance: the tension between probabilistic AI models and the zero-error standard that accounting demands. Their answer? Deterministic guardrails—approval workflows, permissioning layers, and audit trails—that let AI work freely in draft mode while keeping humans accountable for every posted transaction. You'll also hear about DualEntry's "Next Day Migration" approach, including how the company uses AI to map and migrate every transaction (not just trial balances) in hours rather than months, giving prospects a live sandbox with their own data before they ever sign a contract. What You'll Learn Why adding AI to a legacy ERP is like "running an on-prem system with a CD on the cloud", and what truly AI-native architecture looks like insteadThe difference between deterministic and probabilistic systems, and why accounting can't afford to get it right only 99.9% of the time without the right guardrailsHow DualEntry's Next Day Migration works: AI-assisted mapping, atomic transactions, and a live sandbox demo using the prospect's own dataThe real ROI of AI-native ERP from eliminating manual categorization drudgery to enabling multi-dimensional segmentation that surfaces hidden pockets of value and riskHow Dto build audit-ready explainability without being able to explain the AI itself - by tracing every decision back to a human approvalWhy early-career finance professionals are "living the luckiest time" in the professionand how to lean into AI rather than fear it Episode Topics at a Glance 00:00 — Welcome & guest introduction00:51 — Santi's origin story: a nine-month legacy ERP nightmare that sparked DualEntry02:52 — AI-native vs. legacy ERP: what's the real difference?04:48 — Deterministic vs. probabilistic systems explained06:49 — How to identify a truly AI-first platform vs. an AI add-on10:07 — Next Day Migration: using AI to accelerate ERP transitions14:11 — Implementation team design: finance practitioners + forward-deployed engineers17:18 — Measurable ROI: from real-time bank feeds to AI-driven business insights22:52 — AI explainability, audit trails, and the permissioning layer25:06 — Rapid fire: CFO ROI variables, who owns AI ROI, and advice for early-career finance professionals See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

    30 min
  5. The Rise of the Chief AI Officer (CAIO)

    MAR 10

    The Rise of the Chief AI Officer (CAIO)

    Is your company leaving money on the table by not having a Chief AI Officer? In this episode, Ray Rike and Peter Buchanan dig into groundbreaking research from IBM's Institute of Business Value, spanning 600+ executives across 22 geographies and 21 industries to unpack why dedicated AI leadership is quickly becoming non-negotiable for enterprises competing in today's market. The numbers tell a compelling story: only 26% of companies currently have a CAIO, yet those that do are seeing 10% higher ROI on their AI investments and are 24% more likely to outperform their peers. And that gap? It's widening. With 66% of existing CAIOs predicting most organizations will have someone in this role within 24 months, the window to gain a first-mover advantage is open — but not for long. Ray and Peter go deep on some of the episode's most surprising findings, including: Who's actually getting hired: 73% of CAIOs come from data-focused backgrounds, but the most effective ones are hybrid leaders equally fluent in business strategy and data science. And 57% were promoted from within, because institutional knowledge often matters more than technical expertise.Where they sit in the org chart matters enormously: CAIOs who report directly to the CEO and control the AI budget (61% do) drive far greater results than those positioned as glorified advisors without real authority.The hub-and-spoke model delivers 36% higher ROI: companies that pair a centralized AI function with embedded business unit partners outperform those with fully decentralized AI decision-making, giving them both governance and agility.Three pillars that make or break a CAIO: measurement tied to real business outcomes, cross-functional teamwork across the entire C-suite, and genuine authority to make tough decisions. Strip away any one of these and ROI suffers.What to do if you're not ready to hire one yet : Ray and Peter offer practical alternatives, from AI steering committees to centers of excellence, and explain why accountability can't be an afterthought regardless of your company's size or structure. They also tackle the growing complexity of managing AI at scale, the average large enterprise is now running 11 generative AI models and why the rise of agentic AI makes centralized leadership even more critical before things become, as Ray puts it, "a hot mess." Whether you're a Fortune 500 executive or a mid-market leader trying to figure out your AI strategy, this episode is packed with data-backed insights to help you move from AI experimentation to measurable, scalable ROI. Prefer to read more detail - check out the AI to ROI Newsletter covering this topic at: ai2roi.substack.com/p/the-chief-ai-officer-from-nice-to?r=2ldi4p See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

    26 min
  6. AI SDR Learnings, Results, and ROI - with Jacco van der Kooij, Winning by Design

    MAR 2

    AI SDR Learnings, Results, and ROI - with Jacco van der Kooij, Winning by Design

    In this episode, our host Ray Rike sits down with Jacco van der Kooij, founde and CEO, Winning by Design, to discuss the real-world deployment of "Jack" - an AI SDR that has spent the last 12 months redefining the front line of Go-To-Market (GTM) strategy. Jacco shares the "AHA" moments and hard truths discovered while moving beyond human constraints like slow response times and inconsistent qualification. Discover how treating an AI SDR (agent) as a "system" rather than a "product" initially led to 2,030 conversations, 100% CRM capture, and a $200,000 deal. Episode Summary Winning by Design set out to prove that if AI can handle the high-risk, high-empathy role of an SDR, it can work anywhere in GTM. Over the course of a year, their AI agent, Jack was built on a foundation of 1mind logic and Clay enrichment. The agent evolved from a simple chatbot into a trained GTM operator. Key Highlights: Breaking Human Constraints: The project addressed critical issues like burnout, limited global coverage, and poor CRM hygiene that even the best human reps struggle to maintain.The "AHA" Moments: Jacco details how the team realized Jack shouldn't just "chat" but perform industrial-scale qualification while supporting buyers in their buying journey.The Power of Iteration: Initial surprises, such as a low 8% email capture rate, were overcome by designing a better "value exchange" rather than just tweaking prompts.Tangible Results: After refinement, email capture jumped to 20%, MQL conversion rose by 36%, and the system successfully captured nearly 9,000 SPICED answers.The Ultimate Do’s and Don’ts: Success requires anchoring the agent in a GTM system and iterating weekly; failures stem from treating AI like an unstructured chatbot or deploying without clear ownership. The Do's Design the value exchange first: Ensure the AI provides something useful to the buyer before asking for informationEarn the next step: Focus on providing enough value to merit the next stage of the conversationAnchor the agent in your GTM system: AI should scale a pre-designed, structured system rather than an improvised process.Start narrow, then expand: Focus on one specific motion and one outcome before attempting to scale.Iterate weekly: Small, frequent changes to the system drive the most significant gains in performance.Focus on the buyer's journey: Design the experience to help the buyer buy, rather than just helping the seller sell. The Don'ts Treat AI like a chatbot: Avoid unstructured "chatting," as it kills conversion rates; focus on industrial-scale qualification instead.Chase volume over quality: Remember that activity is not the same as a healthy pipeline.Hide the AI behind humans: Be transparent about using an AI agent to build trust with the buyer.Deploy without ownership: AI implementation is a Go-to-Market responsibility, not just an IT project.Expect AI to fix a bad process: AI will not fix poor GTM design; it will only expose and amplify existing flaws.Point AI at unstructured data: Do not simply point the AI at a massive folder of research; start with specific, high-quality training materials. If you are considering deploying agentic AI into your Sales organization and process, this episode is full of great insights, experiences, and measurements for your AI investment in Sales. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

    35 min
  7. The Great AI War on Jobs

    FEB 19

    The Great AI War on Jobs

    Are we witnessing a productivity revolution or the greatest labor displacement in history? In this detailed episode of AI to ROI, Peter Buchanan and Ray Rike break down the "Great AI Jobs War," a period of massive upheaval where corporate gleefulness meets workforce anxiety. They move past the "AI washing" to find the real metrics that define success in the age of intelligence. Key Discussion Points: The Historical Context: Ray draws parallels between the AI revolution and past disruptions like the Industrial Revolution, the cotton gin, and the assembly line, noting that AI is moving with a magnitude and speed never seen before The "Mother May I" Productivity Gap: While 47% of S&P 500 companies now discuss AI in earnings calls, only 10% are seeing meaningful ROI, leaving a "staggering" 56% of companies getting "little to nothing" out of their implementations The Million-Dollar Employee: A deep dive into Klarna’s radical transformation—reducing headcount from 5,000 to 3,000 through attrition while doubling revenue to reach the "magic number" of $1.1 million in revenue per employee The War on Early Careers: Why entry-level IT hires have plummeted from 25% to 7% of all hires, and the "structural problem" of junior roles requiring 2–3 years of experience because AI is now doing the "digital grunt work" Blue-Collar as the "Gold-Collar" Future: Why the CEO of NVIDIA suggests young people skip computer programming for mechanical trades, and how salaries for AI-related construction and electrical roles have doubled Customer Service Autonomy: How Bank of America's "Erica" handled 2 billion interactions with a 98% resolution rate in under 44 seconds, signaling a massive shift in how businesses handle scale Actionable Insights for Leaders: Measure Revenue Per Employee: This is the ultimate metric for AI productivity.Bake AI Aptitude into Hiring: Every new white-collar job description should require "AI curiosity" and applicable tool skills.Strategic Augmentation: The goal isn't just headcount reduction, but using the "free cash flow" from AI efficiencies to build a war chest for growth and sales. To read more details and subscribe to the AI to ROI Newsletter for more data-driven strategies on turning AI hype into bottom-line results. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

    29 min
4.9
out of 5
38 Ratings

About

AI to ROI is a podcast that shares how enterprises translate AI investments into measurable business value. Hosted by Ray Rike, Founder and CEO of Benchmarkit, the show features senior enterprise leaders and AI software executives who share how AI initiatives move from pilots to production, and how ROI is actually measured and achieved. In addition, each week, we publish a bonus episode with AI to ROI Newsletter co-author, Peter Buchanan to discuss the Big Story of the Week. The AI to ROI podcast is the evolution of the original "Metrics to Measure Up" podcast.

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