Point AI at high-volume, rules-bound work first
Scattered pilots are stalling B2B revenue growth. The largest efficiency gains are coming from contract, compliance and reconciliation work.
Return on AI: Weekly Digest – August 25, 2026
Seven findings on go-to-market strategy, logistics, finance operations, workforce readiness and airline pricing, including real-time pricing and autonomous reconciliation.
Our take
Forrester’s research shows B2B companies running disconnected AI pilots are seeing revenue growth stall. Meanwhile, the clearest gains are in the middle office: contract review, compliance, freight audit and reconciliation. This work is high-volume, rules-bound and easy to measure.
Virgin Atlantic’s real-time flight pricing shows the same principle on the revenue side. AI pays off fastest where it informs frequent decisions with immediate financial consequences. Trust is the constraint: only one in three executives trusts AI outcomes, and only one in five firms is ready for autonomous agents.
What to do about it
- Map your highest-frequency decisions and rules-bound processes. Start there.
- Consolidate scattered pilots into a short list with owners and measures.
- Build trust deliberately: human review first, autonomy as results earn it.