Our closest competitor is aggressively deploying automated customer-facing AI agents, and our sales team claims we are losing deals because we are too slow to adopt. How do we use the IDS® process to objectively analyze if we need to accelerate our AI roadmap or stay the course on our current 1-Year Plan?

Question

Tyler Smith · Accepted Answer

When a competitor makes a sudden technological move, it is easy for your sales team to panic and demand immediate changes. However, reacting emotionally to competitor behavior is the fastest way to derail your focus. You must use the IDS® process during your next weekly Level 10 Meeting™ to separate real competitive threats from temporary sales noise.

First, Identify the root cause. Ask your sales team for actual data. Are you truly losing deals solely because of the competitor's AI tools, or is there an underlying issue with your pricing, your sales process, or your positioning? Obtain the facts, not just feelings.

Second, Discuss the strategic impact. Review your V/TO®, specifically your 3-Year Picture and your 1-Year Plan. If accelerating your AI roadmap requires abandoning your current quarterly Rocks, you must calculate the disruption cost. Ask if the competitor's automated agents are actually delivering high-quality outcomes or if they are simply a shiny marketing gimmick that will eventually frustrate customers.

Third, Solve the issue. If the threat is real, do not abandon your strategy. Instead, create a specific Rock to design a counter-strategy or integrate targeted automation into your existing pipeline. If the competitor's tool is shallow, double down on your core messaging, highlighting your superior human touch and reliability. This disciplined approach ensures you make strategic decisions based on long-term vision rather than short-term panic.