Why 95% of AI Pilots Fail and How to Build a Business You Can Sell, with Ted Wolf

Ted Wolf started at IBM in the 1970s, built an IT services company to 650 people with his brother, and sold it to Iron Mountain in 2018. Now he runs GuideWise, helping founders put agentic AI into the machinery of their business without the hype. He also wrote a book, The Intelligent Business Equation, a formula for turning a people dependent company into one you can actually sell. In this conversation Ted and Matt get into what it really feels like to scale to 650 people (and scale back down through four recessions), why most AI pilots fail, and the five moves that make a business transferable at a high multiple. ## In this episode - What scaling to 650 people and then reverse scaling through four recessions actually felt like - Why AI has to be grounded in a business objective that hits the bottom line, not writing better emails or prettier slides - The reason roughly 95% of AI pilots fail, and what the winners do differently - How AI makes a business simpler instead of more complex by killing the daily fires - The five closes that turn a people dependent business into one you can sell, refinance, or pass on - Where AI does not belong, and why character and guardrails matter more as it spreads ## Timestamps - 00:00 Ted's background: IBM in the 70s, 650 people, sold to Iron Mountain - 01:15 What scaling to 650 people actually felt like - 03:41 The three things to learn: technology, how a business runs, how you run as a person - 04:59 Rolling out new tech and getting real adoption - 07:23 Start small, lower the risk, land the beach - 11:17 Why 95% of AI pilots fail - 13:06 How AI simplifies a business and kills the firefighting - 16:02 The 90 day AI boot camp and the flywheel of learning - 20:01 The book: The Intelligent Business Equation - 20:55 The five closes that make your business sellable - 25:01 Where AI should stay out, character and guardrails - 26:32 Critical thinking and human connection in an AI world - 28:17 What is next for GuideWise: building a community - 29:38 High tech, high touch ## Ted Wolf - Book: The Intelligent Business Equation - Website: guidewise.ai - Email: [email protected] - LinkedIn: Ted Wolf If you want to build these systems into your own business, book a call: https://crm.frontrangesystems.com/discovery