AI and Change Management: From Pilots to Practice - Making AI Change Stick
Release Date: 01/19/2026
Pressing Pause on AI Knowhow
AI Knowhow
We're taking a quick spring hibernation to cook up something entirely new in the lab! A massive thank you for an amazing 120+ episodes. Catch up on past insights on and keep your strategy sharp at while we prepare our exciting next chapter.
info_outline
Breaking the Growth Barrier, Part 2
AI Knowhow
Are you leaving your firm's most lucrative revenue source completely unmanaged? Courtney Baker, David DeWolf, and Pete Buer return to reveal why post-sales relationship management is often a massive blind spot for professional services leaders. They explore how AI can finally illuminate the unstructured "dark data" in your business, transforming the subjective art of account management into a scalable, data-driven science. Discover how to apply these exact strategies to your own data at . Watch this on YouTube:
info_outline
Breaking the Growth Barrier, Part 1
AI Knowhow
Why does scaling a professional services firm eventually feel like you're fighting the laws of physics? David DeWolf and Pete Buer break down the painful reality of hitting revenue ceilings, exposing why the traditional model of bespoke delivery and "unicorn talent" is built to break. Drawing on hard-won lessons from decades building and scaling servies companies, the duo highlights how top-tier firms are bending the growth curve by automating client interactions and productizing core services. In this episode, you’ll discover exactly how to transform your business model. The winners in the...
info_outline
Building a Revenue Engine Beyond the Sale, Part 2
AI Knowhow
Are you running your post-sale revenue on actual data, or just "vibes"? Following up on last week's foundation, Knownwell CEO David DeWolf and CMO Courtney Baker dive into the exact mechanics of building a powerful growth engine beyond the initial sale. They break down the three maturity levels every B2B services firm must conquer to stop playing defense against churn. Discover why customer success can't survive on an island, why standard customer satisfaction scores are a trap, and how AI finally lets leaders measure the historically unmeasurable dynamics of true client health. Stop being...
info_outline
Building a Revenue Engine Beyond the Sale, Part 1
AI Knowhow
What if the biggest growth lever in your business isn’t actually new sales? What if the real difference between a stalling $200 million firm and a smaller competitor that doubles in size comes down entirely to growth and retention discipline within your existing account base? Knownwell CEO David DeWolf and CMO Courtney Baker present the first half of a recent Knownwell webinar called "Building a Revenue Engine Beyond the Sale." They break down a tale of two companies to demonstrate how a smaller firm with superior growth and retention strategies and execution can leave a larger,...
info_outline
AI and RevOps: What Feels Different When RevOps is Embedded in the Full Client Lifecycle
AI Knowhow
When revenue is unpredictable, leadership is reactive. But what materially changes when your data finally stabilizes and your "revenue machine" starts humming? Courtney Baker, David DeWolf, and Mohan Rao wrap up our RevOps mini-series by defining the shift from departmental "counseling" to data-driven confidence. They explore how replacing anxiety with evidence-based discipline turns gut-feel debates into high-velocity decisions, allowing leaders to see around the curve and fix account issues before they become post-mortems. Alyssa Nolte joins us for part two of her conversation with Courtney....
info_outline
AI and RevOps: Embedding RevOps to Speed Business Growth
AI Knowhow
Every leadership team craves alignment; no one wants the meetings. When executives hear "RevOps for Clients," they may picture more red tape and overhead. Courtney Baker, David DeWolf, and Mohan Rao argue that the right rigor doesn't slow business down—it slows bad decisions down. They unpack the "Minimum Viable Cadence," swapping hours of reactive fire drills for a single 30-minute triage, and discuss why exposing "dirty data" is the only path to shared accountability. Courtney also sits down with Alyssa Nolte of to discuss AI in Customer Experience. Alyssa shares why the data you need is...
info_outline
AI and RevOps: The Disciplines Behind Predictable Revenue
AI Knowhow
Predictable revenue doesn't come from a better forecast; it comes from better habits. If you are tired of searching for new tools while ignoring the daily disciplines that actually drive growth, this conversation is for you. Knownwell's Courtney Baker joins David DeWolf and Mohan Rao to move Revenue Operations from theory to the calendar. They break down the specific "battle rhythms"—like weekly portfolio triage and monthly capacity reviews—that move your team from reactive scrambling to proactive, data-driven execution. We also share the second half of Pete Buer's conversation with...
info_outline
AI and RevOps: Why RevOps is a Critical Component of Commercial Management
AI Knowhow
Why do forecasts look great right up until they don't? If your Rev Ops strategy stops at the point of sale, you aren't managing revenue—you’re managing blind spots. Courtney Baker, David DeWolf, and Mohan Rao kick off a new series on Commercial Operations. They explain why the "lone wolf" days of account management are over and how AI turns "digital exhaust" into objective data—bringing the same discipline to client retention that we apply to winning new deals. Pete Buer sits down with Dr. Vasant Dhar, author of Thinking With Machines. Dr. Dhar explains "Dhar’s Conjecture" and how...
info_outline
AI and Change Management: Leading in a State of Continuous Change
AI Knowhow
What happens when adaptation isn't a phase, but a permanent state of existence? Knownwell CMO Courtney Baker, CEO David DeWolf, and Chief Product and Technology Officer Mohan Rao conclude our change management miniseries by arguing that resilience now beats optimization. The group explores why governance should actually accelerate speed rather than slow it down, and why modern leadership requires the vulnerability to learn in public versus continually exhorting your team to become "AI-first." Plus, Pete Buer shares part two of his interview with innovation expert and author Scott...
info_outlineMost leaders have mandated AI pilots, but few can claim it’s fundamentally changed their operations. Why is the gap between experiment and transformation so persistent?
Courtney Baker, David DeWolf, and Mohan Rao discuss how to escape the "forever pilot" trap in part three of our change management series. They explore why tools start the change but rituals sustain it, and how to shift AI from a special project to the way business gets done. Pete Buer also joins to break down new research from HBS on why AI-enabled teams outperform lone power users—and the new management skills required to lead them.
Then, Pete interviews Scott D. Anthony, Clinical Professor at Dartmouth’s Tuck School of Business. Scott explains why you should treat AI as a teammate rather than an oracle, using it to challenge groupthink while navigating the organizational politics of data access.
Insights you won’t want to miss:
-
Why internal "product-market fit" for AI tools expires every 90 days.
-
The "gym analogy" for building decision-making wisdom.
-
The critical difference between one-way and two-way door decisions.
Watch the full episode on YouTube: https://www.youtu.be/4_m9fzfEao4
Try Knownwell free for 30 days: https://www.knownwell.com/30days
Get Scott Anthony's new book, Epic Disruptions: 11 Innovations That Shaped Our Modern World.