Brex faced challenges in adopting new AI tools due to slow sales cycles and lengthy procurement processes. To address this, they restructured their procurement strategy. Key changes included creating new data processing agreements and legal validations to expedite the assessment of AI tools. Brex introduced a 'superhuman product-market-fit test' that involved employees in evaluating tools based on actual value. This led to the adoption of numerous AI tools while also canceling five to ten larger deployments that did not meet expectations.
The process itself of procuring would actually run so long that the teams that were asking to procure a tool lost interest in the tool by the time that we actually got through all of the necessary internal controls.
We go deep with the folks who are getting the most value out of the tool to figure out whether it is actually unique enough to retain.
We're basically, I would say, about two years into this new era where there's 1,000 AI tools within our company. And we've definitely canceled and not renewed on maybe five to 10 different larger deployments.
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