AI Maturity Model
The IT Buyer
Diagnose Before You Prescribe
The days of a one-size-fits-all AI conversation are over. While most organizations have moved beyond experimentation, they are not all solving the same problems or buying technology for the same reasons.
Our research identified three distinct buyer personas based on AI adoption, organizational readiness, and strategic priorities. Use this framework to quickly identify where a customer is in their AI journey, anticipate their challenges, and tailor your approach accordingly.
22%
of buyers
The Starter
Just beginning their AI journey and focused on avoiding costly mistakes.
50%
of buyers
The Builder
Actively implementing AI and focused on overcoming execution challenges.
28%
of buyers
The Leader
Scaling AI across the organization and focused on optimization, governance, and competitive advantage.
22%
of buyers
The Starter
Just beginning their AI journey and focused on avoiding costly mistakes.
At a Glance
- 62% say they are only partially prepared for AI
- 75% have moved less than 25% of AI projects into production
- 45% expect technology budgets to remain flat
- 68% engage advisors during vendor evaluation rather than earlier in the process
Who are they?
Starters are intrigued by the potential of AI but are focused on avoiding costly mistakes. Most are still building foundational readiness and need a trusted guide more than a technology expert.
What holds them back?
Execution and integration.
Their top barrier to operationalizing AI is internal project management inefficiencies (30%). When they regret a technology purchase, 40% cite integration challenges as the primary reason.
How do you spot them?
Ask:
- How would you describe your organization’s AI and data readiness today?
- What business problems are you hoping AI can help solve?
- What concerns do you have about adoption?
How Advisors Win
Starters over-index on needing project management support. Lead with education, roadmap development, and implementation guidance.
Your Playbook
-
Educate, Don't Sell
Lead with fundamentals, not products. -
Start Small
Focus on one use case with a measurable outcome. -
Bring in Technical Resources Early
Introduce a Telarus Sales Engineer and project management resources early to build trust and confidence.
What Success Looks Like
A clearly defined AI roadmap, a realistic first use case, and executive confidence to move forward.
Jumpstart Your Starters
Key Insight
68%
50%
of buyers
The Builder
Actively implementing AI and focused on overcoming execution challenges.
At a Glance
- Only 2% have successfully moved over half their AI projects into production
- 56% have established formal AI governance
- 66% expect technology budgets to increase in 2026
- 44% engage advisors before beginning vendor research
Who are they?
Builders have moved beyond experimentation and already have AI initiatives underway.
Their challenge is no longer deciding whether to invest; it’s getting results. With less than half of projects reaching production, they often find themselves in “pilot purgatory.” They are navigating integration issues, organizational complexity, and increasing pressure to demonstrate business value.
What holds them back?
Proving ROI and scaling successfully.
Budget constraints are their top barrier to expanding AI initiatives. When they regret a technology purchase, 40% say the solution failed to deliver the outcomes they expected.
How do you spot them?
Ask:
- What has slowed your AI projects down?
- How are you measuring business impact today?
- What obstacles are preventing projects from reaching production?
How Advisors Win
Builders value vendor vetting, implementation support, and execution expertise. They want confidence that investments will deliver measurable outcomes.
Your Playbook
-
Lead with an Assessment
Review existing AI initiatives before recommending new solutions. Identify stalled projects, integration challenges, governance gaps, and obstacles preventing production deployment. -
Focus on Execution
Position your value around removing bottlenecks, improving implementation success, and helping projects reach measurable outcomes, not simply sourcing technology. -
Show, Don't Tell
Use customer stories and case studies to demonstrate how you've helped organizations overcome similar challenges, accelerate deployments, and realize business value faster. -
Connect Technology to Business Impact
Tie every recommendation to measurable outcomes such as productivity, customer satisfaction, revenue growth, or operational efficiency. Builders are under pressure to prove ROI.
What Success Looks Like
Key Insight
44%
of Builders engage a technology advisor before they even begin vendor research, making them the most likely segment to seek early strategic help.
28%
of buyers
The Leader
Scaling AI across the organization and focused on optimization, governance, and competitive advantage.
At a Glance
- 54% have an AI adoption strategy that is fully embedded enterprise-wide with well-managed data
- 95% have moved over a quarter of their AI projects into production
- 99% report AI initiatives have met or exceeded ROI expectations
- 36% expect technology budgets to increase significantly
Who are they?
Leaders have successfully operationalized AI and are already seeing measurable business results. Their focus has shifted from adoption to scale, governance, security, and long-term competitive advantage.
What holds them back?
Advanced data and security requirements.
When they regret a technology purchase, 44% cite security or compliance concerns.
How do you spot them?
- How are you approaching AI governance and compliance?
- How are you managing security at scale?
- Is your cloud architecture prepared for the next phase of AI growth?
How Advisors Win
Leaders need strategic guidance, not product recommendations. They are looking for partners who can help design architecture, govern risk, and support long-term transformation.
Your Playbook
-
Talk Strategy, Not Products
Focus conversations on long-term business goals, competitive advantage, governance, compliance, and organizational transformation rather than individual technologies. -
Bundle the Ecosystem Conversation
Every AI discussion should include cloud architecture, cybersecurity, and integration planning. Leaders understand these decisions are interconnected. -
Sell a Business Roadmap, Not a Project
Propose multi-phase engagements that support long-term growth and modernization goals rather than one-time technology purchases. -
Lead With Architecture and Governance
Help customers navigate complex security, compliance, and scalability requirements. Position yourself as a strategic advisor who can help design the future state, not just select a solution.
What Success Looks Like
Key Insight
41%
of Leaders say a hybrid or multi-cloud approach is critical to their AI strategy.