IT doesn't buy AI. IT proves it pays back.
Commercial wants the result. IT owns the “how” — and in FMCG, that “how” gets funded only when it pays back. Most field-sales AI projects die before the pilot: not because the tech doesn't work, but because no one built the case. This playbook is for the IT leaders who have to prove it before they can build it.
This playbook is the proof kit.
The demo was easy. Proving it pays back is the hard part.
Every vendor shows you what field-sales AI can do. None hand you the numbers to get it funded. Three questions decide whether your initiative gets approved — and this playbook answers all three.
Boiling the ocean kills initiatives. Score your AI readiness (L1–L4) and rank scenarios by ROI, so your first project is the one that funds the rest — not the one that stalls.
You can't ask for budget without a number. The playbook's ROI model turns shelf data and rep time into a payback figure you can defend in front of leadership.
Write the business case in an afternoon, not a quarter: cost, payback period, and what you're NOT replacing. The framing that gets AI initiatives approved.
Three things this playbook gives your IT team
Prioritization Framework
Score your AI readiness (L1–L4) AND rank which scenario pays back first — so you propose the right first project, not boil the ocean.
Business Case & Rollout
A phased plan with integration checkpoints you can take straight to leadership — without replacing your SFA or your ERP.
ROI & Measurement Model
Stop measuring activity, start measuring output — the model that ties AI activity to sell-in volume, so your payback number survives scrutiny.
In production — not a lab experiment
Image recognition auto-detects shelf share from a store photo and pushes straight into BI — no manual re-entry, no reconciliation ticket for IT.
Recognition + anti-cheating verification + auto-push into BI, freezer & distributor systems. The integration pattern IT can audit and trust.
A few quick answers
Do I need to replace our current SFA?
No. The roadmap layers AI on top of your existing SFA and ERP. Most of the work is in the data foundation and the integration checkpoints — not a rip-and-replace.
How does IT show business impact, not just delivery?
IT's scorecard in FMCG is the commercial result. The playbook's measurement model ties AI activity to sell-in volume — so when the business wins, your team gets the credit for shipping it.
How long does a rollout actually take?
The 90-day plan is phased with integration checkpoints — not a big-bang launch. IT ships in stages and monitors each one.
Who is it for?
FMCG IT leaders, CIO/CDO offices, digital transformation teams — and the commercial leaders who rely on them to ship.
Download the 2026 AI-Powered Field Sales Playbook
The prioritization, business-case and ROI model that turns field-sales AI from “interesting” to “approved.” Free, instant, no strings.