CFO
Controls the budget and wants proof the license spend pays off.
1Open with
“How are you reporting the return on your AI licenses today, and would your auditors accept it?”
Recommended package
AI Fluency Foundation with measurement design, or Executive AI Leadership
2They care about
- Return on existing license spend
- A credible, auditable way to report value
- Cost and scope control
3The story
- Think about
- Hours saved get reported as savings, but saved time is often spent elsewhere and attribution is hard. The numbers do not hold up.
- Position it
- A measurement model with four separate layers, a baseline per use case, and value signed off by the business owner. The Cockpit shows it in one place.
- How we prove it
- Validated value only counts once a business owner signs it off against a baseline. Estimates stay labeled as estimates.
4Proof to use
- Life sciences reference: about 15,000 employees in scope, with Hub, Agent and Cockpit in production
- Live Cockpit demo with synthetic data
5Ask them
- Which business cases for AI have you approved, and how are they tracked?
- Who owns the baseline for each use case?
- What would count as proof for you?
6Likely objections
- “What is the ROI?”
- We will not promise a number upfront. We agree baselines and use cases with you, and report estimated and validated value separately so the figure you present is defensible.
- “Can you guarantee savings?”
- No. The program builds capability and measures change. Financial savings need your baselines, attribution and business-owner validation.
Avoid:Hours-saved-as-cash arguments. Any savings figure from a reference client.
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