The 5 Traits of a "Best-in-Class" AI Strategy

Everyone wants to sell you the "best" AI tool. Every software company, every consultant, every guru on LinkedIn has the magic algorithm that will transform your business overnight.

But you and I both know that's a lie. The best tool with a mediocre strategy is worthless. A recent BCG study found that a whopping 74% of companies are struggling to get any real value from their AI investments. They're spinning their wheels, burning cash, and getting nowhere.

The companies winning with AI aren't winning because they have better software. They're winning because they have a better plan. They see the world differently. After looking at what separates the leaders from the laggards, a clear pattern emerges. Here are the five things their strategies all have in common.

Trait #1: They're Obsessed with Data, Not Just AI

The most successful companies get one thing right before they even think about fancy algorithms: They are data-obsessed first and AI-obsessed second.

You've heard it a million times, but it's the truest thing in this entire conversation: your AI is only as good as the data you feed it. If your data is a mess—siloed, inconsistent, untrustworthy—then any AI you build on top of it will just help you make bad decisions faster.

Leaders treat data like the strategic asset it is. They invest in governance, quality, and building a single source of truth.

They clean the house before they start redecorating.

Trait #2: They Solve Boring Problems That Actually Make Money

Where do you think AI creates the most value? Automating HR? Streamlining IT tickets?

Wrong.

While those things help, the real money is in your core business. Research shows that leading companies generate 62% of their AI value from core processes like operations, sales, marketing, and R&D.

Think about it. What moves the needle more? A chatbot that answers HR questions, or an AI that optimizes your supply chain, predicts customer churn, or accelerates product development?

The winners aren't chasing sci-fi fantasies. They're applying AI to the boring, high-stakes problems that directly impact revenue and customer experience.

Trait #3: They Spend More on People Than on Code (Yes, Really)

Here's the part that trips everyone up. When you think about an AI budget, you probably picture massive checks written for software and servers.

But the leaders flip that script. They follow a 70-20-10 investment model:

• 70% on people and process change
• 20% on technology and data infrastructure
• 10% on the actual algorithms

Why? Because they know that about 70% of the challenges in any AI project are related to people and process. It's about changing how your teams work, redesigning workflows, and managing the human side of transformation. The tech is the easy part.

If you spend all your money on the tool and none on the people who have to use it, you've already failed.

Trait #4: They Think Big—And Aim for Both Savings and Growth

The companies lagging behind see AI through a tiny keyhole. They ask, "Can this save us some money?" The leaders, on the other hand, are kicking down the door.

They are aggressively ambitious and integrate AI for both cost reduction and revenue growth.

How ambitious? They set expectations that are 60% higher for revenue growth and 45% higher for cost reduction compared to their peers. They don't see it as an either/or. It's a both/and.

This isn't just talk. They back it up by investing twice as much in digital capabilities and scaling twice as many AI solutions across the business. They don't dabble; they commit.

Trait #5: They Focus on Workflows, Not Just Widgets

This final trait ties everything together. Leaders understand that technology is just an enabler. The real transformation happens when you rethink how work gets done.

Remember that 70-20-10 rule? This is where that 70% goes.

• Building AI literacy across the organization.
• Reimagining entire workflows from the ground up.
• Establishing clear roles and responsibilities.
• Getting buy-in from the people on the front lines is crucial.

Successful AI isn't about dropping a new piece of software on your team's desk and hoping for the best. It's a fundamental change management challenge.

How Does Your Strategy Stack Up?

Let's be honest. AI can feel overwhelming. But getting it right isn't about mastering the technology—it's about mastering your strategy. The companies achieving 1.5x higher revenue growth aren't magical. They're just focused.

They are:

1. Data-Obsessed First: They fix the foundation before building the house.
2. Focused on Core Problems: They solve the issues that make or break the business.
3. Investing in People: They know transformation is a human challenge, not a technical one.
4. Ambitious Integrators: They aim for massive gains in both cost and revenue.
5. Workflow-Centric: They change the way work gets done, not just the tools used.

So, take a hard look at your plan. Are you just buying tools, or are you building a real strategy?