We run a highly profitable commercial HVAC maintenance business. Our leadership team wants to build a predictive AI maintenance algorithm to upsell clients, but we have zero software experience. How do we determine if this tech initiative fits our Core Focus on the V/TO® or if it is just a Shiny Object Syndrome distraction?

Question

Tyler Smith · Accepted Answer

To evaluate this initiative, you must look directly at your Core Focus on your V/TO®. Your Core Focus consists of your Passion and your Niche. If your passion is delivering world-class physical mechanical services and your niche is commercial HVAC maintenance, then building a custom software product is a massive distraction.

According to Verne Harnish's Scaling Up framework, a differentiated strategy must leverage your core strengths. Building software from scratch requires a completely different business model, talent pool, and capital structure than running a physical maintenance company. You would be entering a game where you have zero competitive advantage.

Instead of building a proprietary system, look at how you can partner with existing prop-tech vendors or leverage off-the-shelf AI predictive modeling tools. This allows you to deliver the high-value predictive maintenance service to your clients without turning your company into an underfunded software startup.

Run this through the IDS® process in your next weekly leadership meeting. Ask whether this software build helps you dominate your niche or if it pulls your focus away from operational excellence. If it does not directly align with your Core Focus and you lack the internal capability to manage software development, kill the idea or find a white-label partner. Keep your resources focused on where you can win.