ROI on Token: Stop Rewarding AI Usage [64]

Show notes

Ava ran an AI session with her twelve SEs and discovered they'd built plenty — but nobody could say what they did with the time they saved. She and Nate dig into why usage metrics feel like progress, and how to make outcomes the thing you actually measure.

What Nate and Ava discuss

• Token leaderboards and usage-linked comp: the SDR activity mistake with a new coat of paint
• When usage IS a legitimate early signal — and the ninety-day expiry date it needs
• Why reclaimed capacity vanishes into more building unless a leader names where it goes

The move

For every AI workflow your team adopts, write two lines before they start: what outcome this produces, and where the reclaimed hours go. If the second line is empty, it's a hobby, not a business case.

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