Pilot programs: Pressure-testing AI big bets in advance

Box's Intelligent Prospecting Agent is a new AI tool designed to enhance sales messaging, characterized as a "product marketer in every seller’s back pocket." To develop this agent, Box follows a structured four-phase approach: Ideation, Piloting, Rollout, and Scaled Adoption. The current phase, Piloting, involves testing the tool with 25 users to solve real business problems, gathering feedback, and iterating on its functionality. The process emphasizes a minimum viable product (MVP) approach, where feedback from test users is crucial for refining the tool without heavy investment. Key roles in the pilot include functional leaders, an AI manager, and build teams, with test users providing critical feedback. The success of the agent is measured against metrics such as efficiency gains, automation rates, and net-new work enabled. Although not all pilots succeed, they offer valuable insights into AI development. The ongoing pilot phase for the Prospecting Agent has reduced message preparation time and allowed for personalized industry-specific outreach, signaling promising potential as it moves toward wider adoption.

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