By Chris Harvey, CRO

In today’s tech world, it’s nearly impossible to attend a product briefing without hearing about AI. From sales pitches to conference talks, AI is often portrayed as the secret ingredient powering groundbreaking innovations. Yet, as someone without a computer science background, I often find myself questioning: if AI is the foundational element in so many solutions, does that mean all these innovations are essentially the same? Or is there an overlooked, critical distinction?

To simplify this perspective – and perhaps help our OEM partner reps have more impactful conversations – I’ve been reflecting on an analogy that captures the essence of this AI phenomenon.

The Pastry Shop Analogy

Imagine walking into a café that proudly advertises having the best pastries in town. Eager to indulge, you ask the waiter for their recommendation. The waiter lights up and says, "We have the finest flour in the market! We have flour from all over the world and of highest quality!"

You pause, intrigued yet puzzled. Sure, great flour sounds promising, but you were hoping for a mouthwatering description of a chocolate croissant or a cherry Danish. So, you ask again, expecting a delicious pastry suggestion. The waiter confidently repeats, “We have a wide array of pastries, but really, it’s all about the flour. The flour is what makes our pastries so special!”

Your initial excitement fades, replaced by confusion. How could a café claim to have the best pastries when the focus is solely on the flour? While flour is essential, is just one part of the recipe.  Without butter, sugar, skill, and creativity, flour alone doesn’t make a pastry worth savoring. 

How This Relates to AI 

This analogy mirrors how AI is presented in today’s software industry. Companies boast about their AI capabilities, much like the café boasting about its flour. While AI is undeniably a powerful tool, its’ just one ingredient. 

AI alone—like raw flour—has limited value. It becomes transformative only when thoughtfully integrated into applications, workflows, and user experiences to solve real-world problems. The magic happens when AI is combined with other components and expertise to deliver results that resonate with customers. 

The Real Value: Solutions, Not Ingredients

Just as nobody wants to eat a bowl of flour, customers don’t want AI for the sake of AI. They want solutions that address their specific challenges. The finest flour needs to be skillfully crafted into the finest pastry, and AI components – like machine learning, natural language processing, or predictive analytics- must be expertly woven into a solution that delivers measurable outcomes.  

The true value lies in these thoughtful conversations. By transforming raw potential into impactful results, companies can create meaningful solutions that truly delight customers and solves their unique problems. 

So, the next time AI takes center stage in a pitch, remember the pastry analogy: it’s not the flour that makes the café memorable; it’s the artistry and care that turns it into something extraordinary. Similarly, AI’s success lies in how it’s applied to create real value for the customer.