1. Pipeline Lift: Measure What AI Enables, Not Just What It Replaces

AI isn’t just about speeding up existing workflows. Its real value is in unlocking the plays that never happened: accounts that went untouched, signals that went unseen, follow-ups that fell through the cracks.

Your baseline shouldn’t be “what we were doing manually.” It should be what we never had the bandwidth to do at all.

What to track:

• Outbound volume from previously untapped segments
• High-intent accounts auto-engaged based on signals
• Follow-ups and retargeting sequences launched without rep input
• Pipeline generated by AI-assisted reps or campaigns

AI shouldn’t just make us more efficient. It should make us broader without adding headcount.”