Expedition Operating Model
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The Expedition Operating Model: Navigating the AI-First Journey
In today’s fast-changing business landscape, enterprises face a defining challenge: how to evolve their sales and revenue-generating functions to harness the power of AI without adding unnecessary complexity or disrupting existing operations. The Expedition Operating Model provides a structured, AI-first approach to transformation—one that enables organizations to rethink how they connect products and services with customers in a rapidly evolving market.
The Expedition Metaphor: A Guided Journey to Transformation
Navigating AI-driven change is not a single-step process—it’s an expedition. Just as an expedition requires careful planning, expert guides, and the right tools to succeed, so too does the transformation of a sales organization.
• The Expedition Map
Every great journey begins with a map. In our model, this is the Strategic Visual Blueprint™ (SVB)—a shared, visualized understanding of where the organization wants to go and how it will get there.
• The Waypoints
Transformational change happens in stages. The waypoints in this model represent critical phases in the AI-driven evolution of sales, each building upon the last.
• The Expedition Team
Enterprises don’t navigate this journey alone. Just as a successful expedition has experienced guides, our model introduces structured AI components, expert-led facilitation, and proven methodologies to ensure teams are equipped for success.
Why This Model is Different
Traditional approaches to sales transformation often focus on incremental improvements—tweaking CRM systems, layering on new enablement tools, changing the GTM model, adjusting compensation models, or a host of other initiatives focused on enabling improved execution and revenue growth. While these steps may feel like progress, they are often disruptive, and they fail to address the fundamental challenge: modern sales execution is built on a fragmented ecosystem of tools, teams, and processes that don’t work together in harmony. In short – the operating model is outdated and broken!
The Expedition Operating Model is different. Instead of optimizing individual elements, it reimagines the entire system—leveraging AI to:
- Unify disconnected sales processes through intelligent orchestration.
- Reduce administrative burden by embedding AI-driven automation.
- Optimize decision-making with real-time insights and predictive intelligence.
- Ensure seamless adoption by embracing ‘Seller Centric’ Design & Development Principles.
What to Expect on the Journey
AI has the potential to fundamentally transform how enterprises structure and operate the revenue generating operations of the business, but the path to success requires the right domain expertise, vision, technical expertise, approach, and sequencing. The Expedition Operating Model provides a structured yet flexible framework to guide organizations through this change—ensuring that transformation happens with clarity, confidence, and a focus on rapid and measurable impact.
Each waypoint in this model represents a crucial step toward an AI-centric approach to driving revenue growth. The first Waypoint, Charting the Course, is where we work with you to develop a Strategic Visual Blueprint™ (SVB). The SVB is the ‘map’ that helps you envision and visually capture your future business landscape. Markets, competitors, buyers, regulations, portfolio, human talent, organizational structures, GTM approach, and more are all critically important to consider before starting the journey. We then help you shift from ‘map making’ to ‘sequenced itinerary planning’ so you start off strong and know how to prepare for each future waypoint you will encounter on the path to greater growth.
Chart Your Course
Develop a Strategic Visual Blueprint™ that aligns leadership on a clear vision for sales transformation.
Architect the AI-Powered Revenue Organization
Develop a structured AI reference architecture, map existing systems to future-state capabilities, and create a foundation for AI-driven sales transformation.
Measure What Matters
Define AI-driven success metrics that evolve over time, enabling real-time insights, predictive guidance, and data-driven decision-making.
Expedition Daily Briefing (Coming Soon)
Shift sellers from navigating tools to acting on insight. The Expedition Daily Briefing delivers real-time, AI-driven guidance, prescriptive recommendations, and proactive support—enabling sellers to focus on engagement while the system handles complexity.
More Waypoints Ahead
Check back frequently for new waypoint guidance as the expedition progresses!
Getting Started
AI has the potential to fundamentally transform sales execution, but only with the right strategy, structure, and sequencing. The Expedition Operating Model provides a structured yet flexible framework to guide organizations through this change—ensuring that transformation happens with clarity, confidence, and measurable impact.
The first step is Waypoint 1: Charting the Course, where we develop a Strategic Visual Blueprint™ to define your AI-powered sales future. Let’s begin the journey.