Moving from AI Pilots to Real Business Outcomes

Today, Fredrik sits down with Nathan Jones, an experienced consultant and the founder of Calon, to discuss the evolving landscape of AI and data in the business world. Nathan shares his journey from UK-based consulting to working with private equity-owned firms in Switzerland and beyond. They dive deep into the ‘messy middle’ of business data, where disparate systems often lead to conflicting versions of the truth. Nathan explains why 2026 will be the year companies move past experimental ‘AI pilots’ to focus on real, integrated business process transformations. KEY TAKEAWAYS One of the biggest hurdles in large organisations is that different departments (Sales, Finance, Ops) often define ‘revenue’ or ‘customer’ differently. Successful data projects are actually communication and change projects. The business world is shifting from ‘playing’ with AI to requiring tangible results. AI should not be a standalone project but a core component of business process transformation. Using AI to audit other AI outputs (like pitch decks or financial models) is becoming a crucial tool for due diligence, helping leaders spot inconsistencies that the human eye might miss. AI is positioned to become the next foundational tool for Finance, moving beyond simple spreadsheets to running complex decision-support models based on trusted data sets. For entrepreneurs, Nathan suggests starting with consulting to understand the actual problems clients face before attempting to build a specific software or AI product. BEST MOMENTS  "2026 is when people move on from pilots to real results." "We talk about systems and data and analytics and AI, but actually, so much of it is: are we calling the same things the same things in different systems?" "It's a data project, but it’s actually a change project and a communications project." "Is AI becoming the new Excel? How can we use AI on top of trusted data sets to forecast or actually run proper decision models?" "Your multiples are going to be affected by how good you are in terms of using data, using AI, and making better decisions." ABOUT THE GUEST Nathan Jones  https://www.linkedin.com/in/nathanjonesdata/ calonanalytics.com [email protected] Books by Fredrik Sandvall Options Strategy: Build to Keep. Ready to Sell Tomorrow. For founders and CEOs who want businesses that compound in value, stay under control, and are always sale-ready. ⁠https://amzn.to/4pwVhoi⁠ The Abyss of Finance: Trust, Leverage and the Cycles of Collapse For investors and leaders who want to understand why financial systems break before they do. ⁠https://amzn.to/3YsRKfI⁠ About the Podcast Invest in You is a global podcast where entrepreneur and investor Fredrik Sandvall shares practical ideas and conversations with founders, investors, and operators. Episodes focus on investing, entrepreneurship, and building long-term control and freedom. Occasionally joined by his sons Ivan and Charlie, the show offers both experience-based insight and a next-generation perspective. Listeners in 155+ countries tune in to think clearer, act smarter, and build with intent. Community & Contact Podcast community: https://bit.ly/4jxF94k Fredrik Sandvall LinkedIn: ⁠https://www.linkedin.com/in/sandvall/⁠ Facebook: ⁠https://www.facebook.com/FredrikinLondon/⁠