The agentic AI market is moving fast. But as we transition from experimental potential to actual profitability, many leaders are looking at the wrong part of the equation. To win, we have to stop obsessing over which models we choose and start focusing on the orchestration engine we build.
The "autonomous enterprise" is no longer a futuristic concept; it is a multi-trillion-dollar shift underway. Every C-suite leader I speak with is grappling with the same mandate: how do we translate this technical momentum into tangible market share?
While boards demand efficiency and teams are overwhelmed by a constant stream of new tools, the path to value is rarely a straight line. In my time leading technology transformations across the high-tech sector, I’ve noticed a recurring pattern. Value doesn’t leak because a company chose the "wrong" model. It leaks because of a disconnected architecture.
Our research with the Wall Street Journal confirms this. There is a widening gap between AI "doers" and "dreamers." Companies that have moved beyond the pilot phase and fully integrated AI into their operations are three times more likely to report high ROI (63% vs. 21%).
The idea that value is found only in the "best" algorithm is an oversimplification. If you want to build lasting equity, you have to focus on the operational fabric—the engine—that actually runs the business.
Navigating the Four Layers of the Agentic Stack
To build a scalable strategy, we have to stop treating AI as a series of isolated purchases. Instead, think of it as an integrated intelligence supply chain. I view the ecosystem in four distinct layers:
- Layer 1: The Compute Foundation. This is the silicon and the hyperscalers. While this infrastructure is the bedrock, the competitive advantage lies with the developers, not the enterprise. For us, this is a necessary foundation, but it isn’t where you’ll find your primary differentiation.
- Layer 2: The Interface Platform. These are the consumer-grade "app stores" for agents. They offer ease of access, but relying on this layer alone is a recipe for fragmentation. Without proper governance, you’re just adding more silos.
- Layer 3: Enterprise Orchestration. This is the command-and-control center. This is the layer that delivers business outcomes—such as an automated financial close or the management of a complex media supply chain. This isn't just an app; it’s the connective tissue that moves data across your CRMs, ERPs, and legacy systems to enable the other layers to perform.
- Layer 4: Industry Innovation. These are the "sharp-end" applications—the specific generative tools or customer-facing AI. These are great for showcases, but they require Layer 3 stability to function reliably at scale.
An Approach to Sustainable Value Capture
Winning with agentic AI requires us to look past the technology and focus on the operational reality of the business. Based on our work with global enterprises, here is how I suggest ensuring your investment delivers:
1. Anchor AI in Operational Reality
Before we discuss platforms, we must address the integrity of your processes. In a survey of over 1,000 senior leaders, the single most significant barrier to ROI was the difficulty of integrating new tech into existing operations.
In my conversations with clients, the problem is rarely a lack of data; it’s a lack of context. An AI agent doesn't inherently understand how a customer record in a CRM relates to an invoice in an ERP. We must map our end-to-end processes—such as "order-to-cash"—to provide AI with the semantic context it needs to work effectively.
2. Engineer for Outcomes, Not Capabilities
I encourage leaders to stop asking, "What tools should we buy?" and start asking, "What outcomes must we deliver?"
- Define the Metric: Don’t settle for abstract goals like "improving service." Target a specific, quantifiable shift, such as "reducing dispute resolution time by 40%."
- Valuation: Put a dollar amount on that outcome. If an efficiency gain is worth $5 million a year, that number becomes the benchmark for your technology investment.
- Prioritize Ruthlessly: You cannot transform everything at once. Focus on a few high-value, cross-functional processes. When the payoff is validated, you build the momentum needed to fund a broader transformation.
3. Build an Orchestration-First Architecture
The goal is to own the outcome. That means the integration layer must be the central nervous system of your strategy.
- Embrace Composability: The best agent for your customer experience probably isn’t the best agent for your IT operations. A modern strategy uses a "best-of-breed" approach, held together by a neutral integration platform.
- Centralize the Logic: By investing in an orchestration fabric, you act as the "switcher" that manages tasks across various agents. This ensures you maintain control over your workflow, data governance, and business logic, regardless of the underlying model you use.
The Path Forward
The choice for leadership today isn’t just about which AI to adopt—it’s about how to integrate it. By taking command of the orchestration layer, we can move past the hype and build a resilient, adaptable AI engine.
In this next era, the winners won't necessarily be the ones who adopted the fastest, but the ones who integrated the most intelligently.
