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Most businesses run internal AI programs, few see real impact. Here’s how we scaled to 96% adoption at Make. · Make Blog
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.checkbox{font-family:inherit;font-weight:normal;-webkit-font-smoothing:auto;letter-spacing:normal;line-height:normal;padding:0;margin:0;height:auto;min-height:0;max-height:none;width:auto;min-width:0;max-width:none;border-radius:0;border:none;clear:none;float:none;position:static;bottom:auto;left:auto;right:auto;top:auto;text-align:left;text-decoration:none;text-indent:0;text-shadow:none;text-transform:none;white-space:normal;background:none;overflow:visible;vertical-align:baseline;visibility:visible;z-index:auto;box-shadow:none}#onetrust-banner-sdk img,#onetrust-pc-sdk img,#ot-sdk-cookie-policy img,#ot-sync-ntfy img{overflow:hidden !important}#onetrust-banner-sdk label:before,#onetrust-banner-sdk label:after,#onetrust-banner-sdk .checkbox:after,#onetrust-banner-sdk .checkbox:before,#onetrust-pc-sdk label:before,#onetrust-pc-sdk label:after,#onetrust-pc-sdk .checkbox:after,#onetrust-pc-sdk .checkbox:before,#ot-sdk-cookie-policy label:before,#ot-sdk-cookie-policy label:after,#ot-sdk-cookie-policy .checkbox:after,#ot-sdk-cookie-policy .checkbox:before,#ot-sync-ntfy label:before,#ot-sync-ntfy label:after,#ot-sync-ntfy .checkbox:after,#ot-sync-ntfy .checkbox:before{content:"";content:none}#onetrust-banner-sdk .ot-sdk-container,#onetrust-pc-sdk .ot-sdk-container,#ot-sdk-cookie-policy .ot-sdk-container{position:relative;width:100%;max-width:100%;margin:0 auto;padding:0 20px;box-sizing:border-box}#onetrust-banner-sdk .ot-sdk-column,#onetrust-banner-sdk .ot-sdk-columns,#onetrust-pc-sdk .ot-sdk-column,#onetrust-pc-sdk .ot-sdk-columns,#ot-sdk-cookie-policy .ot-sdk-column,#ot-sdk-cookie-policy .ot-sdk-columns{width:100%;float:left;box-sizing:border-box;padding:0;display:initial}@media(min-width: 400px){#onetrust-banner-sdk .ot-sdk-container,#onetrust-pc-sdk .ot-sdk-container,#ot-sdk-cookie-policy .ot-sdk-container{width:90%;padding:0}}@media(min-width: 550px){#onetrust-banner-sdk .ot-sdk-container,#onetrust-pc-sdk .ot-sdk-container,#ot-sdk-cookie-policy .ot-sdk-container{width:100%}#onetrust-banner-sdk .ot-sdk-column,#onetrust-banner-sdk .ot-sdk-columns,#onetrust-pc-sdk .ot-sdk-column,#onetrust-pc-sdk .ot-sdk-columns,#ot-sdk-cookie-policy .ot-sdk-column,#ot-sdk-cookie-policy .ot-sdk-columns{margin-left:4%}#onetrust-banner-sdk .ot-sdk-column:first-child,#onetrust-banner-sdk .ot-sdk-columns:first-child,#onetrust-pc-sdk .ot-sdk-column:first-child,#onetrust-pc-sdk .ot-sdk-columns:first-child,#ot-sdk-cookie-policy .ot-sdk-column:first-child,#ot-sdk-cookie-policy .ot-sdk-columns:first-child{margin-left:0}#onetrust-banner-sdk .ot-sdk-two.ot-sdk-columns,#onetrust-pc-sdk .ot-sdk-two.ot-sdk-columns,#ot-sdk-cookie-policy .ot-sdk-two.ot-sdk-columns{width:13.3333333333%}#onetrust-banner-sdk .ot-sdk-three.ot-sdk-columns,#onetrust-pc-sdk .ot-sdk-three.ot-sdk-columns,#ot-sdk-cookie-policy .ot-sdk-three.ot-sdk-columns{width:22%}#onetrust-banner-sdk .ot-sdk-four.ot-sdk-columns,#onetrust-pc-sdk .ot-sdk-four.ot-sdk-columns,#ot-sdk-cookie-policy .ot-sdk-four.ot-sdk-columns{width:30.6666666667%}#onetrust-banner-sdk .ot-sdk-eight.ot-sdk-columns,#onetrust-pc-sdk .ot-sdk-eight.ot-sdk-columns,#ot-sdk-cookie-policy .ot-sdk-eight.ot-sdk-columns{width:65.3333333333%}#onetrust-banner-sdk .ot-sdk-nine.ot-sdk-columns,#onetrust-pc-sdk .ot-sdk-nine.ot-sdk-columns,#ot-sdk-cookie-policy .ot-sdk-nine.ot-sdk-columns{width:74%}#onetrust-banner-sdk .ot-sdk-ten.ot-sdk-columns,#onetrust-pc-sdk .ot-sdk-ten.ot-sdk-columns,#ot-sdk-cookie-policy .ot-sdk-ten.ot-sdk-columns{width:82.6666666667%}#onetrust-banner-sdk .ot-sdk-eleven.ot-sdk-columns,#onetrust-pc-sdk .ot-sdk-eleven.ot-sdk-columns,#ot-sdk-cookie-policy .ot-sdk-eleven.ot-sdk-columns{width:91.3333333333%}#onetrust-banner-sdk .ot-sdk-twelve.ot-sdk-columns,#onetrust-pc-sdk .ot-sdk-twelve.ot-sdk-columns,#ot-sdk-cookie-policy .ot-sdk-twelve.ot-sdk-columns{width:100%;margin-left:0}}#onetrust-banner-sdk h1,#onetrust-banner-sdk h2,#onetrust-banner-sdk h3,#onetrust-banner-sdk h4,#onetrust-banner-sdk h5,#onetrust-banner-sdk h6,#onetrust-banner-sdk p[role=heading],#onetrust-pc-sdk h1,#onetrust-pc-sdk h2,#onetrust-pc-sdk h3,#onetrust-pc-sdk h4,#onetrust-pc-sdk h5,#onetrust-pc-sdk h6,#onetrust-pc-sdk p[role=heading],#ot-sdk-cookie-policy h1,#ot-sdk-cookie-policy h2,#ot-sdk-cookie-policy h3,#ot-sdk-cookie-policy h4,#ot-sdk-cookie-policy h5,#ot-sdk-cookie-policy h6,#ot-sdk-cookie-policy p[role=heading]{margin-top:0;font-weight:600;font-family:inherit}#onetrust-banner-sdk h1,#onetrust-pc-sdk h1,#ot-sdk-cookie-policy h1{font-size:1.5rem;line-height:1.2}#onetrust-banner-sdk h2,#onetrust-pc-sdk h2,#ot-sdk-cookie-policy h2{font-size:1.5rem;line-height:1.25}#onetrust-banner-sdk h3,#onetrust-pc-sdk h3,#ot-sdk-cookie-policy h3{font-size:1.5rem;line-height:1.3}#onetrust-banner-sdk h4,#onetrust-pc-sdk h4,#ot-sdk-cookie-policy h4{font-size:1.5rem;line-height:1.35}#onetrust-banner-sdk h5,#onetrust-pc-sdk h5,#ot-sdk-cookie-policy h5{font-size:1.5rem;line-height:1.5}#onetrust-banner-sdk h6,#onetrust-pc-sdk h6,#ot-sdk-cookie-policy h6{font-size:1.5rem;line-height:1.6}@media(min-width: 550px){#onetrust-banner-sdk h1,#onetrust-pc-sdk h1,#ot-sdk-cookie-policy h1{font-size:1.5rem}#onetrust-banner-sdk h2,#onetrust-pc-sdk h2,#ot-sdk-cookie-policy h2{font-size:1.5rem}#onetrust-banner-sdk h3,#onetrust-pc-sdk h3,#ot-sdk-cookie-policy h3{font-size:1.5rem}#onetrust-banner-sdk h4,#onetrust-pc-sdk h4,#ot-sdk-cookie-policy h4{font-size:1.5rem}#onetrust-banner-sdk h5,#onetrust-pc-sdk h5,#ot-sdk-cookie-policy h5{font-size:1.5rem}#onetrust-banner-sdk h6,#onetrust-pc-sdk h6,#ot-sdk-cookie-policy h6{font-size:1.5rem}}#onetrust-banner-sdk p:not([role=heading]),#onetrust-pc-sdk p:not([role=heading]),#ot-sdk-cookie-policy p:not([role=heading]){margin:0 0 1em 0;font-family:inherit;line-height:normal}#onetrust-banner-sdk a,#onetrust-pc-sdk a,#ot-sdk-cookie-policy a{color:#565656;text-decoration:underline}#onetrust-banner-sdk a:hover,#onetrust-pc-sdk a:hover,#ot-sdk-cookie-policy a:hover{color:#565656;text-decoration:none}#onetrust-banner-sdk .ot-sdk-button,#onetrust-banner-sdk button,#onetrust-pc-sdk .ot-sdk-button,#onetrust-pc-sdk button,#ot-sdk-cookie-policy .ot-sdk-button,#ot-sdk-cookie-policy button{margin-bottom:1rem;font-family:inherit}#onetrust-banner-sdk .ot-sdk-button,#onetrust-banner-sdk button,#onetrust-pc-sdk .ot-sdk-button,#onetrust-pc-sdk button,#ot-sdk-cookie-policy .ot-sdk-button,#ot-sdk-cookie-policy button{display:inline-block;height:38px;padding:0 30px;color:#555;text-align:center;font-size:.9em;font-weight:400;line-height:38px;letter-spacing:.01em;text-decoration:none;white-space:nowrap;background-color:rgba(0,0,0,0);border-radius:2px;border:1px solid #bbb;cursor:pointer;box-sizing:border-box}#onetrust-banner-sdk .ot-sdk-button:hover,#onetrust-banner-sdk :not(.ot-leg-btn-container):not(.ot-confirm-dialog-buttons)>button:not(.ot-link-btn):hover,#onetrust-banner-sdk 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#000}#onetrust-banner-sdk .ot-sdk-button.ot-sdk-button-primary,#onetrust-banner-sdk button.ot-sdk-button-primary,#onetrust-banner-sdk input[type=submit].ot-sdk-button-primary,#onetrust-banner-sdk input[type=reset].ot-sdk-button-primary,#onetrust-banner-sdk input[type=button].ot-sdk-button-primary,#onetrust-pc-sdk .ot-sdk-button.ot-sdk-button-primary,#onetrust-pc-sdk button.ot-sdk-button-primary,#onetrust-pc-sdk input[type=submit].ot-sdk-button-primary,#onetrust-pc-sdk input[type=reset].ot-sdk-button-primary,#onetrust-pc-sdk input[type=button].ot-sdk-button-primary,#ot-sdk-cookie-policy .ot-sdk-button.ot-sdk-button-primary,#ot-sdk-cookie-policy button.ot-sdk-button-primary,#ot-sdk-cookie-policy input[type=submit].ot-sdk-button-primary,#ot-sdk-cookie-policy input[type=reset].ot-sdk-button-primary,#ot-sdk-cookie-policy input[type=button].ot-sdk-button-primary{color:#fff;background-color:#33c3f0;border-color:#33c3f0}#onetrust-banner-sdk .ot-sdk-button.ot-sdk-button-primary:hover,#onetrust-banner-sdk button.ot-sdk-button-primary:hover,#onetrust-banner-sdk input[type=submit].ot-sdk-button-primary:hover,#onetrust-banner-sdk input[type=reset].ot-sdk-button-primary:hover,#onetrust-banner-sdk input[type=button].ot-sdk-button-primary:hover,#onetrust-banner-sdk .ot-sdk-button.ot-sdk-button-primary:focus,#onetrust-banner-sdk button.ot-sdk-button-primary:focus,#onetrust-banner-sdk input[type=submit].ot-sdk-button-primary:focus,#onetrust-banner-sdk input[type=reset].ot-sdk-button-primary:focus,#onetrust-banner-sdk input[type=button].ot-sdk-button-primary:focus,#onetrust-pc-sdk .ot-sdk-button.ot-sdk-button-primary:hover,#onetrust-pc-sdk button.ot-sdk-button-primary:hover,#onetrust-pc-sdk input[type=submit].ot-sdk-button-primary:hover,#onetrust-pc-sdk input[type=reset].ot-sdk-button-primary:hover,#onetrust-pc-sdk input[type=button].ot-sdk-button-primary:hover,#onetrust-pc-sdk 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input[type=button].ot-sdk-button-primary:focus{color:#fff;background-color:#1eaedb;border-color:#1eaedb}#onetrust-banner-sdk input[type=text],#onetrust-pc-sdk input[type=text],#ot-sdk-cookie-policy input[type=text]{height:38px;padding:6px 10px;background-color:#fff;border:1px solid #707070;border-radius:4px;box-shadow:none;box-sizing:border-box}#onetrust-banner-sdk input[type=text],#onetrust-pc-sdk input[type=text],#ot-sdk-cookie-policy input[type=text]{-webkit-appearance:none;-moz-appearance:none;appearance:none}#onetrust-banner-sdk input[type=text]:focus,#onetrust-pc-sdk input[type=text]:focus,#ot-sdk-cookie-policy input[type=text]:focus{border:1px solid #000;outline:0}#onetrust-banner-sdk label,#onetrust-pc-sdk label,#ot-sdk-cookie-policy label{display:block;margin-bottom:.5rem;font-weight:600}#onetrust-banner-sdk input[type=checkbox],#onetrust-pc-sdk input[type=checkbox],#ot-sdk-cookie-policy input[type=checkbox]{display:inline}#onetrust-banner-sdk ul,#onetrust-pc-sdk ul,#ot-sdk-cookie-policy ul{list-style:circle inside}#onetrust-banner-sdk ul,#onetrust-pc-sdk ul,#ot-sdk-cookie-policy ul{padding-left:0;margin-top:0}#onetrust-banner-sdk ul ul,#onetrust-pc-sdk ul ul,#ot-sdk-cookie-policy ul ul{margin:1.5rem 0 1.5rem 3rem;font-size:90%}#onetrust-banner-sdk li,#onetrust-pc-sdk li,#ot-sdk-cookie-policy li{margin-bottom:1rem}#onetrust-banner-sdk th,#onetrust-banner-sdk td,#onetrust-pc-sdk th,#onetrust-pc-sdk td,#ot-sdk-cookie-policy th,#ot-sdk-cookie-policy td{padding:12px 15px;text-align:left;border-bottom:1px solid #e1e1e1}#onetrust-banner-sdk button,#onetrust-pc-sdk button,#ot-sdk-cookie-policy button{margin-bottom:1rem;font-family:inherit}#onetrust-banner-sdk .ot-sdk-container:after,#onetrust-banner-sdk .ot-sdk-row:after,#onetrust-pc-sdk .ot-sdk-container:after,#onetrust-pc-sdk .ot-sdk-row:after,#ot-sdk-cookie-policy .ot-sdk-container:after,#ot-sdk-cookie-policy .ot-sdk-row:after{content:"";display:table;clear:both}#onetrust-banner-sdk .ot-sdk-row,#onetrust-pc-sdk .ot-sdk-row,#ot-sdk-cookie-policy .ot-sdk-row{margin:0;max-width:none;display:block}#onetrust-banner-sdk{box-shadow:0 0 18px rgba(0,0,0,.2)}#onetrust-banner-sdk.otFlat{position:fixed;z-index:2147483645;bottom:0;right:0;left:0;background-color:#fff;max-height:90%;overflow-x:hidden;overflow-y:auto}#onetrust-banner-sdk.otFlat.top{top:0px;bottom:auto}#onetrust-banner-sdk.otRelFont{font-size:1rem}#onetrust-banner-sdk>.ot-sdk-container{overflow:hidden}#onetrust-banner-sdk::-webkit-scrollbar{width:11px}#onetrust-banner-sdk::-webkit-scrollbar-thumb{border-radius:10px;background:#c1c1c1}#onetrust-banner-sdk{scrollbar-arrow-color:#c1c1c1;scrollbar-darkshadow-color:#c1c1c1;scrollbar-face-color:#c1c1c1;scrollbar-shadow-color:#c1c1c1}#onetrust-banner-sdk #onetrust-policy{margin:1.25em 0 .625em 2em;overflow:hidden}#onetrust-banner-sdk #onetrust-policy .ot-gv-list-handler{float:left;font-size:.82em;padding:0;margin-bottom:0;border:0;line-height:normal;height:auto;width:auto}#onetrust-banner-sdk #onetrust-policy-title{font-size:1.2em;line-height:1.3;margin-bottom:10px}#onetrust-banner-sdk #onetrust-group-container{position:relative}#onetrust-banner-sdk #onetrust-policy-text{clear:both;text-align:left;font-size:.88em;line-height:1.4}#onetrust-banner-sdk #onetrust-policy-text *{font-size:inherit;line-height:inherit}#onetrust-banner-sdk #onetrust-policy-text a{font-weight:bold}#onetrust-banner-sdk #onetrust-policy-title,#onetrust-banner-sdk #onetrust-policy-text{color:dimgray;float:left}#onetrust-banner-sdk #onetrust-button-group-parent{min-height:1px;text-align:center}#onetrust-banner-sdk #onetrust-button-group{display:inline-block}#onetrust-banner-sdk #onetrust-accept-btn-handler,#onetrust-banner-sdk #onetrust-reject-all-handler,#onetrust-banner-sdk #onetrust-pc-btn-handler{background-color:#68b631;color:#fff;border-color:#68b631;margin-right:1em;min-width:125px;height:auto;white-space:normal;word-break:break-word;word-wrap:break-word;padding:12px 10px;line-height:1.2;font-size:.813em;font-weight:600}#onetrust-banner-sdk #onetrust-pc-btn-handler.cookie-setting-link{background-color:#fff;border:none;color:#68b631;text-decoration:underline;padding-left:0;padding-right:0}#onetrust-banner-sdk .onetrust-close-btn-ui{width:44px;height:44px;background-size:12px;border:none;position:relative;margin:auto;padding:0}#onetrust-banner-sdk .banner_logo{display:none}#onetrust-banner-sdk.ot-bnr-w-logo .ot-bnr-logo{position:absolute;top:50%;transform:translateY(-50%);left:0px;margin-right:5px}#onetrust-banner-sdk.ot-bnr-w-logo #onetrust-policy{margin-left:65px}#onetrust-banner-sdk .ot-b-addl-desc{clear:both;float:left;display:block}#onetrust-banner-sdk #banner-options{float:left;display:table;margin-right:0;margin-left:1em;width:calc(100% - 1em)}#onetrust-banner-sdk .banner-option-input{cursor:pointer;width:auto;height:auto;border:none;padding:0;padding-right:3px;margin:0 0 10px;font-size:.82em;line-height:1.4}#onetrust-banner-sdk .banner-option-input *{pointer-events:none;font-size:inherit;line-height:inherit}#onetrust-banner-sdk .banner-option-input[aria-expanded=true]~.banner-option-details{display:block;height:auto}#onetrust-banner-sdk .banner-option-input[aria-expanded=true] .ot-arrow-container{transform:rotate(90deg)}#onetrust-banner-sdk .banner-option{margin-bottom:12px;margin-left:0;border:none;float:left;padding:0}#onetrust-banner-sdk .banner-option:first-child{padding-left:2px}#onetrust-banner-sdk .banner-option:not(:first-child){padding:0;border:none}#onetrust-banner-sdk .banner-option-header{cursor:pointer;display:inline-block}#onetrust-banner-sdk .banner-option-header :first-child{color:dimgray;font-weight:bold;float:left}#onetrust-banner-sdk .banner-option-header .ot-arrow-container{display:inline-block;border-top:6px solid rgba(0,0,0,0);border-bottom:6px solid rgba(0,0,0,0);border-left:6px solid dimgray;margin-left:10px;vertical-align:middle}#onetrust-banner-sdk .banner-option-details{display:none;font-size:.83em;line-height:1.5;padding:10px 0px 5px 10px;margin-right:10px;height:0px}#onetrust-banner-sdk .banner-option-details *{font-size:inherit;line-height:inherit;color:dimgray}#onetrust-banner-sdk .ot-arrow-container,#onetrust-banner-sdk .banner-option-details{transition:all 300ms ease-in 0s;-webkit-transition:all 300ms ease-in 0s;-moz-transition:all 300ms ease-in 0s;-o-transition:all 300ms ease-in 0s}#onetrust-banner-sdk .ot-dpd-container{float:left}#onetrust-banner-sdk .ot-dpd-title{margin-bottom:10px}#onetrust-banner-sdk .ot-dpd-title,#onetrust-banner-sdk .ot-dpd-desc{font-size:.88em;line-height:1.4;color:dimgray}#onetrust-banner-sdk .ot-dpd-title *,#onetrust-banner-sdk .ot-dpd-desc *{font-size:inherit;line-height:inherit}#onetrust-banner-sdk.ot-iab-2 #onetrust-policy-text *{margin-bottom:0}#onetrust-banner-sdk.ot-iab-2 .onetrust-vendors-list-handler{display:block;margin-left:0;margin-top:5px;clear:both;margin-bottom:0;padding:0;border:0;height:auto;width:auto}#onetrust-banner-sdk.ot-iab-2 #onetrust-button-group button{display:block}#onetrust-banner-sdk.ot-close-btn-link{padding-top:25px}#onetrust-banner-sdk.ot-close-btn-link #onetrust-close-btn-container{top:15px;transform:none;right:15px}#onetrust-banner-sdk.ot-close-btn-link #onetrust-close-btn-container button{padding:0;white-space:pre-wrap;border:none;height:auto;line-height:1.5;text-decoration:underline;font-size:.69em}#onetrust-banner-sdk #onetrust-policy-text,#onetrust-banner-sdk .ot-dpd-desc,#onetrust-banner-sdk .ot-b-addl-desc{font-size:.813em;line-height:1.5}#onetrust-banner-sdk .ot-dpd-desc{margin-bottom:10px}#onetrust-banner-sdk .ot-dpd-desc>.ot-b-addl-desc{margin-top:10px;margin-bottom:10px;font-size:1em}@media only screen and (max-width: 425px){#onetrust-banner-sdk #onetrust-close-btn-container{position:absolute;top:6px;right:2px}#onetrust-banner-sdk #onetrust-policy{margin-left:0;margin-top:3em}#onetrust-banner-sdk #onetrust-button-group{display:block}#onetrust-banner-sdk #onetrust-accept-btn-handler,#onetrust-banner-sdk #onetrust-reject-all-handler,#onetrust-banner-sdk #onetrust-pc-btn-handler{width:100%}#onetrust-banner-sdk .onetrust-close-btn-ui{top:auto;transform:none}#onetrust-banner-sdk #onetrust-policy-title{display:inline;float:none}#onetrust-banner-sdk #banner-options{margin:0;padding:0;width:100%}}@media only screen and (max-width: 550px){#onetrust-button-group.ot-button-order-container #onetrust-accept-btn-handler,#onetrust-button-group.ot-button-order-container #onetrust-reject-all-handler,#onetrust-button-group.ot-button-order-container #onetrust-pc-btn-handler{margin-right:0}#onetrust-banner-sdk .has-reject-all-button div#onetrust-button-group.ot-button-order-container #onetrust-accept-btn-handler,#onetrust-banner-sdk .has-reject-all-button div#onetrust-button-group.ot-button-order-container #onetrust-reject-all-handler,#onetrust-banner-sdk .has-reject-all-button div#onetrust-button-group.ot-button-order-container #onetrust-pc-btn-handler{margin-right:0}}@media only screen and (min-width: 426px)and (max-width: 896px){#onetrust-banner-sdk #onetrust-close-btn-container{position:absolute;top:0;right:0}#onetrust-banner-sdk #onetrust-policy{margin-left:1em;margin-right:1em}#onetrust-banner-sdk .onetrust-close-btn-ui{top:10px;right:10px}#onetrust-banner-sdk:not(.ot-iab-2) #onetrust-group-container{width:95%}#onetrust-banner-sdk.ot-iab-2 #onetrust-group-container{width:100%}#onetrust-banner-sdk.ot-bnr-w-logo #onetrust-button-group-parent{padding-left:50px}#onetrust-banner-sdk #onetrust-button-group-parent{width:100%;position:relative;margin-left:0}#onetrust-banner-sdk #onetrust-button-group button{display:inline-block}#onetrust-banner-sdk #onetrust-button-group{margin-right:0;text-align:center}#onetrust-banner-sdk #onetrust-button-group.ot-button-order-container #onetrust-accept-btn-handler,#onetrust-banner-sdk #onetrust-button-group.ot-button-order-container #onetrust-reject-all-handler,#onetrust-banner-sdk #onetrust-button-group.ot-button-order-container #onetrust-pc-btn-handler{width:auto}#onetrust-banner-sdk .has-reject-all-button #onetrust-button-group.ot-button-order-container{display:inline-flex;flex-wrap:wrap}#onetrust-banner-sdk .has-reject-all-button #onetrust-button-group.ot-button-order-container #onetrust-pc-btn-handler,#onetrust-banner-sdk .has-reject-all-button #onetrust-button-group.ot-button-order-container #onetrust-reject-all-handler,#onetrust-banner-sdk .has-reject-all-button #onetrust-button-group.ot-button-order-container #onetrust-accept-btn-handler{float:none}#onetrust-banner-sdk .has-reject-all-button #onetrust-button-group.ot-button-order-container *[class*=ot-button-order-]:nth-of-type(1){margin-right:auto !important}#onetrust-banner-sdk .has-reject-all-button #onetrust-pc-btn-handler{float:left}#onetrust-banner-sdk .has-reject-all-button #onetrust-reject-all-handler,#onetrust-banner-sdk .has-reject-all-button #onetrust-accept-btn-handler{float:right}#onetrust-banner-sdk .has-reject-all-button #onetrust-button-group{width:calc(100% - 2em);margin-right:0}#onetrust-banner-sdk .has-reject-all-button #onetrust-pc-btn-handler.cookie-setting-link{padding-left:0px;text-align:left}#onetrust-banner-sdk.ot-buttons-fw .ot-sdk-three button{width:100%;text-align:center}#onetrust-banner-sdk.ot-buttons-fw #onetrust-button-group-parent button{float:none}#onetrust-banner-sdk.ot-buttons-fw #onetrust-pc-btn-handler.cookie-setting-link{text-align:center}}@media only screen and (min-width: 550px){#onetrust-banner-sdk .banner-option:not(:first-child){border-left:1px solid #d8d8d8;padding-left:25px}}@media only screen and (min-width: 425px)and (max-width: 550px){#onetrust-banner-sdk.ot-iab-2 #onetrust-button-group,#onetrust-banner-sdk.ot-iab-2 .banner-option{width:100%}#onetrust-banner-sdk.ot-iab-2 #onetrust-button-group #onetrust-accept-btn-handler,#onetrust-banner-sdk.ot-iab-2 #onetrust-button-group #onetrust-reject-all-handler,#onetrust-banner-sdk.ot-iab-2 #onetrust-button-group #onetrust-pc-btn-handler{width:100%}#onetrust-banner-sdk.ot-iab-2 #onetrust-button-group #onetrust-accept-btn-handler,#onetrust-banner-sdk.ot-iab-2 #onetrust-button-group #onetrust-reject-all-handler{float:left}#onetrust-banner-sdk.ot-iab-2 #onetrust-button-group.ot-button-order-container{width:auto}}@media only screen and (min-width: 769px){#onetrust-banner-sdk #onetrust-button-group{margin-right:30%}#onetrust-banner-sdk #banner-options{margin-left:2em;margin-right:5em;margin-bottom:1.25em;width:calc(100% - 7em)}}@media only screen and (min-width: 897px)and (max-width: 1023px){#onetrust-banner-sdk.vertical-align-content #onetrust-button-group-parent{position:absolute;top:50%;left:80%;transform:translateY(-50%)}#onetrust-banner-sdk #onetrust-close-btn-container{top:50%;margin:auto;transform:translate(-50%, -50%);position:absolute;padding:0;right:0}#onetrust-banner-sdk #onetrust-close-btn-container button{position:relative;margin:0;right:-22px;top:2px}}@media only screen and (min-width: 1024px){#onetrust-banner-sdk #onetrust-close-btn-container{top:50%;margin:auto;transform:translate(-50%, -50%);position:absolute;right:0}#onetrust-banner-sdk #onetrust-close-btn-container button{right:-12px}#onetrust-banner-sdk #onetrust-policy{margin-left:2em}#onetrust-banner-sdk.vertical-align-content #onetrust-button-group-parent{position:absolute;top:50%;left:60%;transform:translateY(-50%)}#onetrust-banner-sdk .ot-optout-signal{width:50%}#onetrust-banner-sdk.ot-iab-2 #onetrust-policy-title{width:50%}#onetrust-banner-sdk.ot-iab-2 #onetrust-policy-text,#onetrust-banner-sdk.ot-iab-2 :not(.ot-dpd-desc)>.ot-b-addl-desc{margin-bottom:1em;width:50%;border-right:1px solid #d8d8d8;padding-right:1rem}#onetrust-banner-sdk.ot-iab-2 #onetrust-policy-text{margin-bottom:0;padding-bottom:1em}#onetrust-banner-sdk.ot-iab-2 :not(.ot-dpd-desc)>.ot-b-addl-desc{margin-bottom:0;padding-bottom:1em}#onetrust-banner-sdk.ot-iab-2 .ot-dpd-container{width:45%;padding-left:1rem;display:inline-block;float:none}#onetrust-banner-sdk.ot-iab-2 .ot-dpd-title{line-height:1.7}#onetrust-banner-sdk.ot-iab-2 #onetrust-button-group-parent{left:auto;right:4%;margin-left:0}#onetrust-banner-sdk.ot-iab-2 #onetrust-button-group button{display:block}#onetrust-banner-sdk:not(.ot-iab-2) #onetrust-button-group-parent{margin:auto;width:30%}#onetrust-banner-sdk:not(.ot-iab-2) #onetrust-group-container{width:60%}#onetrust-banner-sdk #onetrust-button-group{margin-right:auto}#onetrust-banner-sdk #onetrust-accept-btn-handler,#onetrust-banner-sdk #onetrust-reject-all-handler,#onetrust-banner-sdk #onetrust-pc-btn-handler{margin-top:1em}}@media only screen and (min-width: 890px){#onetrust-banner-sdk.ot-buttons-fw:not(.ot-iab-2) #onetrust-button-group-parent{padding-left:3%;padding-right:4%;margin-left:0}#onetrust-banner-sdk.ot-buttons-fw:not(.ot-iab-2) #onetrust-button-group{margin-right:0;margin-top:1.25em;width:100%}#onetrust-banner-sdk.ot-buttons-fw:not(.ot-iab-2) #onetrust-button-group button{width:100%;margin-bottom:5px;margin-top:5px}#onetrust-banner-sdk.ot-buttons-fw:not(.ot-iab-2) #onetrust-button-group button:last-of-type{margin-bottom:20px}}@media only screen and (min-width: 1280px){#onetrust-banner-sdk:not(.ot-iab-2) #onetrust-group-container{width:55%}#onetrust-banner-sdk:not(.ot-iab-2) #onetrust-button-group-parent{width:44%;padding-left:2%;padding-right:2%}#onetrust-banner-sdk:not(.ot-iab-2).vertical-align-content #onetrust-button-group-parent{position:absolute;left:55%}}
#onetrust-consent-sdk #onetrust-banner-sdk {background-color: #FFFFFF;}
#onetrust-consent-sdk #onetrust-policy-title,
#onetrust-consent-sdk #onetrust-policy-text,
#onetrust-consent-sdk .ot-b-addl-desc,
#onetrust-consent-sdk .ot-dpd-desc,
#onetrust-consent-sdk .ot-dpd-title,
#onetrust-consent-sdk #onetrust-policy-text *:not(.onetrust-vendors-list-handler),
#onetrust-consent-sdk .ot-dpd-desc *:not(.onetrust-vendors-list-handler),
#onetrust-consent-sdk #onetrust-banner-sdk #banner-options *,
#onetrust-banner-sdk .ot-cat-header,
#onetrust-banner-sdk .ot-optout-signal
{
color: #696969;
}
#onetrust-consent-sdk #onetrust-banner-sdk .banner-option-details {
background-color: #E9E9E9;}
#onetrust-consent-sdk #onetrust-banner-sdk a[href],
#onetrust-consent-sdk #onetrust-banner-sdk a[href] font,
#onetrust-consent-sdk #onetrust-banner-sdk .ot-link-btn
{
color: #696969;
}#onetrust-consent-sdk #onetrust-accept-btn-handler,
#onetrust-banner-sdk #onetrust-reject-all-handler,
#onetrust-banner-sdk #ot-dialog-confirm-handler {
background-color: #ee2fee;border-color: #ee2fee;
color: #FFFFFF;
}
#onetrust-consent-sdk #onetrust-banner-sdk *:focus,
#onetrust-consent-sdk #onetrust-banner-sdk:focus {
outline-color: #000000;
outline-width: 1px;
}
#onetrust-consent-sdk #onetrust-pc-btn-handler,
#onetrust-consent-sdk #onetrust-pc-btn-handler.cookie-setting-link,
#onetrust-consent-sdk #ot-dialog-cancel-handler {
color: #696969; border-color: #696969;
background-color:
#FFFFFF;
}#onetrust-banner-sdk #onetrust-policy-text a.ot-cookie-policy-link,
#onetrust-banner-sdk #onetrust-policy-text a.ot-imprint-link {
margin-left: 5px;
}#onetrust-pc-sdk.otPcCenter{--ot-footer-space: 160px;overflow:hidden;position:fixed;margin:0 auto;top:5%;right:0;left:0;width:40%;max-width:575px;min-width:575px;border-radius:2.5px;z-index:2147483647;background-color:#fff;-webkit-box-shadow:0px 2px 10px -3px #999;-moz-box-shadow:0px 2px 10px -3px #999;box-shadow:0px 2px 10px -3px #999}#onetrust-pc-sdk.otPcCenter[dir=rtl]{right:0;left:0}#onetrust-pc-sdk.otRelFont{font-size:1rem}#onetrust-pc-sdk .ot-optout-signal{margin-top:.625rem}#onetrust-pc-sdk #ot-addtl-venlst .ot-arw-cntr,#onetrust-pc-sdk #ot-addtl-venlst .ot-plus-minus,#onetrust-pc-sdk .ot-hide-tgl{visibility:hidden}#onetrust-pc-sdk #ot-addtl-venlst .ot-arw-cntr *,#onetrust-pc-sdk #ot-addtl-venlst .ot-plus-minus *,#onetrust-pc-sdk .ot-hide-tgl *{visibility:hidden}#onetrust-pc-sdk #ot-gn-venlst .ot-ven-item .ot-acc-hdr{min-height:40px}#onetrust-pc-sdk .ot-pc-header{height:39px;padding:10px 0 10px 30px;border-bottom:1px solid #e9e9e9}#onetrust-pc-sdk #ot-pc-title,#onetrust-pc-sdk #ot-category-title,#onetrust-pc-sdk .ot-cat-header,#onetrust-pc-sdk #ot-lst-title,#onetrust-pc-sdk .ot-ven-hdr .ot-ven-name,#onetrust-pc-sdk .ot-always-active{font-weight:bold;color:dimgray}#onetrust-pc-sdk .ot-always-active-group .ot-cat-header{width:55%;font-weight:700}#onetrust-pc-sdk .ot-cat-item p:not([role=heading]){clear:both;float:left;margin-top:10px;margin-bottom:5px;line-height:1.5;font-size:.812em;color:dimgray}#onetrust-pc-sdk .ot-close-icon{height:44px;width:44px;background-size:10px}#onetrust-pc-sdk #ot-pc-title{float:left;font-size:1em;line-height:1.5;margin-bottom:10px;margin-top:10px;width:100%}#onetrust-pc-sdk #accept-recommended-btn-handler{position:relative;outline-offset:-1px}#onetrust-pc-sdk #ot-pc-desc{clear:both;width:100%;font-size:.812em;line-height:1.5;margin-bottom:25px}#onetrust-pc-sdk #ot-pc-desc *{font-size:inherit;line-height:inherit}#onetrust-pc-sdk #ot-pc-desc ul li{padding:10px 0px}#onetrust-pc-sdk a{color:#656565;cursor:pointer}#onetrust-pc-sdk a:hover{color:#3860be}#onetrust-pc-sdk label{margin-bottom:0}#onetrust-pc-sdk #vdr-lst-dsc{font-size:.812em;line-height:1.5;padding:10px 15px 5px 15px}#onetrust-pc-sdk button{max-width:394px;padding:12px 30px;line-height:1;word-break:break-word;word-wrap:break-word;white-space:normal;font-weight:bold;height:auto}#onetrust-pc-sdk .ot-link-btn{padding:0;margin-bottom:0;border:0;font-weight:normal;line-height:normal;width:auto;height:auto}#onetrust-pc-sdk #ot-pc-content{position:absolute;overflow-y:scroll;padding-left:2px;padding-right:30px;top:60px;bottom:110px;margin:1px 3px 0 30px;width:calc(100% - 63px)}#onetrust-pc-sdk .ot-vs-list .ot-always-active,#onetrust-pc-sdk .ot-cat-grp .ot-always-active{float:right;clear:none;color:#3860be;margin:0;font-size:.813em;line-height:1.3}#onetrust-pc-sdk .ot-pc-scrollbar::-webkit-scrollbar-track{margin-right:20px}#onetrust-pc-sdk .ot-pc-scrollbar::-webkit-scrollbar{width:11px}#onetrust-pc-sdk .ot-pc-scrollbar::-webkit-scrollbar-thumb{border-radius:10px;background:#d8d8d8}#onetrust-pc-sdk input[type=checkbox]:focus+.ot-acc-hdr{outline:#000 1px solid}#onetrust-pc-sdk .ot-pc-scrollbar{scrollbar-arrow-color:#d8d8d8;scrollbar-darkshadow-color:#d8d8d8;scrollbar-face-color:#d8d8d8;scrollbar-shadow-color:#d8d8d8}#onetrust-pc-sdk .save-preference-btn-handler{margin-right:20px}#onetrust-pc-sdk .ot-pc-refuse-all-handler{margin-right:10px}#onetrust-pc-sdk #ot-pc-desc .privacy-notice-link{margin-left:0;margin-right:8px}#onetrust-pc-sdk #ot-pc-desc .ot-imprint-handler{margin-left:0;margin-right:8px}#onetrust-pc-sdk .ot-subgrp-cntr{display:inline-block;clear:both;width:100%;padding-top:15px}#onetrust-pc-sdk .ot-switch+.ot-subgrp-cntr{padding-top:10px}#onetrust-pc-sdk ul.ot-subgrps{margin:0;font-size:initial}#onetrust-pc-sdk ul.ot-subgrps li p,#onetrust-pc-sdk ul.ot-subgrps li h5{font-size:.813em;line-height:1.4;color:dimgray}#onetrust-pc-sdk ul.ot-subgrps .ot-switch{min-height:auto}#onetrust-pc-sdk ul.ot-subgrps .ot-switch-nob{top:0}#onetrust-pc-sdk ul.ot-subgrps .ot-acc-hdr{display:inline-block;width:100%}#onetrust-pc-sdk ul.ot-subgrps .ot-acc-txt{margin:0}#onetrust-pc-sdk ul.ot-subgrps li{padding:0;border:none}#onetrust-pc-sdk ul.ot-subgrps li h5,#onetrust-pc-sdk ul.ot-subgrps li p[aria-level="5"]{position:relative;top:5px;font-weight:bold;margin-bottom:0;float:left}#onetrust-pc-sdk li.ot-subgrp{margin-left:20px;overflow:auto}#onetrust-pc-sdk li.ot-subgrp>h5,#onetrust-pc-sdk li.ot-subgrp>p[aria-level="5"]{width:calc(100% - 100px)}#onetrust-pc-sdk .ot-cat-item p>ul,#onetrust-pc-sdk li.ot-subgrp p>ul{margin:0px;list-style:disc;margin-left:15px;font-size:inherit}#onetrust-pc-sdk .ot-cat-item p>ul li,#onetrust-pc-sdk li.ot-subgrp p>ul li{font-size:inherit;padding-top:10px;padding-left:0px;padding-right:0px;border:none}#onetrust-pc-sdk .ot-cat-item p>ul li:last-child,#onetrust-pc-sdk li.ot-subgrp p>ul li:last-child{padding-bottom:10px}#onetrust-pc-sdk .ot-pc-logo{height:40px;width:120px}#onetrust-pc-sdk .ot-pc-footer{position:absolute;bottom:0px;width:100%;max-height:var(--ot-footer-space);border-top:1px solid #d8d8d8}#onetrust-pc-sdk.ot-ftr-stacked #ot-pc-lst{bottom:var(--ot-footer-space)}#onetrust-pc-sdk.ot-ftr-stacked #ot-pc-content{bottom:var(--ot-footer-space)}#onetrust-pc-sdk.ot-ftr-stacked .ot-pc-footer button{margin-left:15px !important;margin-right:15px !important;width:calc(100% - 33px);max-width:none}#onetrust-pc-sdk.ot-ftr-stacked .ot-pc-footer button:not(:last-child){margin-bottom:0}#onetrust-pc-sdk .ot-pc-footer-logo{height:30px;width:100%;text-align:right;background:#f4f4f4}#onetrust-pc-sdk .ot-pc-footer-logo a{display:inline-block;margin-top:2px;margin-right:10px}#onetrust-pc-sdk .ot-pc-footer-logo img,#onetrust-pc-sdk .ot-pc-footer-logo svg{margin-top:3px}#onetrust-pc-sdk[dir=rtl] .ot-pc-footer-logo{direction:rtl}#onetrust-pc-sdk[dir=rtl] .ot-pc-footer-logo a{margin-right:25px}#onetrust-pc-sdk .ot-tgl{float:right;position:relative;z-index:1}#onetrust-pc-sdk .ot-tgl input:checked+.ot-switch .ot-switch-nob{background-color:#468254;border:1px solid #fff}#onetrust-pc-sdk .ot-tgl input:checked+.ot-switch .ot-switch-nob:before{-webkit-transform:translateX(20px);-ms-transform:translateX(20px);transform:translateX(20px);background-color:#fff;border-color:#fff}#onetrust-pc-sdk .ot-tgl input:focus+.ot-switch{outline:#000 solid 1px}#onetrust-pc-sdk .ot-switch{position:relative;display:inline-block;width:45px;height:25px}#onetrust-pc-sdk .ot-switch-nob{position:absolute;cursor:pointer;top:0;left:0;right:0;bottom:0;background-color:#767676;border:1px solid #ddd;transition:all .2s ease-in 0s;-moz-transition:all .2s ease-in 0s;-o-transition:all .2s ease-in 0s;-webkit-transition:all .2s ease-in 0s;border-radius:20px}#onetrust-pc-sdk .ot-switch-nob:before{position:absolute;content:"";height:18px;width:18px;bottom:3px;left:3px;background-color:#fff;-webkit-transition:.4s;transition:.4s;border-radius:20px}#onetrust-pc-sdk .ot-chkbox input{width:28px !important;height:28px !important}#onetrust-pc-sdk .ot-chkbox input:checked~label::before{background-color:#3860be}#onetrust-pc-sdk .ot-chkbox input+label::after{content:none;color:#fff}#onetrust-pc-sdk .ot-chkbox input:checked+label::after{content:""}#onetrust-pc-sdk .ot-chkbox input:focus+label::before{outline-style:solid;outline-width:2px;outline-style:auto}#onetrust-pc-sdk .ot-chkbox input[aria-checked=mixed]~label::before{background-color:#3860be}#onetrust-pc-sdk .ot-chkbox input[aria-checked=mixed]+label::after{content:""}#onetrust-pc-sdk .ot-chkbox label{position:relative;display:flex;align-items:center;padding-left:30px;cursor:pointer;font-weight:500;min-height:28px}#onetrust-pc-sdk .ot-chkbox label::before,#onetrust-pc-sdk .ot-chkbox label::after{position:absolute;content:"";display:inline-block;border-radius:3px}#onetrust-pc-sdk .ot-chkbox label::before{height:18px;width:18px;border:1px solid #3860be;left:4px;top:4px}#onetrust-pc-sdk .ot-chkbox label::after{height:5px;width:9px;border-left:3px solid;border-bottom:3px solid;transform:rotate(-45deg);-o-transform:rotate(-45deg);-ms-transform:rotate(-45deg);-webkit-transform:rotate(-45deg);left:8px;top:8px}#onetrust-pc-sdk .ot-label-txt{display:none}#onetrust-pc-sdk .ot-chkbox input,#onetrust-pc-sdk .ot-tgl input{position:absolute;opacity:0;width:0;height:0}#onetrust-pc-sdk .ot-arw-cntr{float:right;position:relative;pointer-events:none}#onetrust-pc-sdk .ot-arw-cntr .ot-arw{width:16px;height:16px;margin-left:5px;color:dimgray;display:inline-block;vertical-align:middle;-webkit-transition:all 150ms ease-in 0s;-moz-transition:all 150ms ease-in 0s;-o-transition:all 150ms ease-in 0s;transition:all 150ms ease-in 0s}#onetrust-pc-sdk input:checked~.ot-acc-hdr .ot-arw,#onetrust-pc-sdk button[aria-expanded=true]~.ot-acc-hdr .ot-arw-cntr svg{transform:rotate(90deg);-o-transform:rotate(90deg);-ms-transform:rotate(90deg);-webkit-transform:rotate(90deg)}#onetrust-pc-sdk input[type=checkbox]:focus+.ot-acc-hdr{outline:#000 1px solid}#onetrust-pc-sdk .ot-tgl-cntr,#onetrust-pc-sdk .ot-arw-cntr{display:inline-block}#onetrust-pc-sdk .ot-tgl-cntr{float:right;margin-top:2px}#onetrust-pc-sdk #ot-lst-cnt .ot-tgl-cntr{margin-top:10px}#onetrust-pc-sdk .ot-always-active-subgroup{width:auto;padding-left:0px !important;top:3px;position:relative}#onetrust-pc-sdk .ot-label-status{font-size:.75em;display:none;font-size:.75em;position:relative;top:2px;padding-right:5px;float:left}#onetrust-pc-sdk .ot-arw-cntr{margin-top:-1px}#onetrust-pc-sdk .ot-arw-cntr svg{-webkit-transition:all 300ms ease-in 0s;-moz-transition:all 300ms ease-in 0s;-o-transition:all 300ms ease-in 0s;transition:all 300ms ease-in 0s;height:10px;width:10px}#onetrust-pc-sdk input:checked~.ot-acc-hdr .ot-arw{transform:rotate(90deg);-o-transform:rotate(90deg);-ms-transform:rotate(90deg);-webkit-transform:rotate(90deg)}#onetrust-pc-sdk .ot-arw{width:10px;margin-left:15px;transition:all 300ms ease-in 0s;-webkit-transition:all 300ms ease-in 0s;-moz-transition:all 300ms ease-in 0s;-o-transition:all 300ms ease-in 0s}#onetrust-pc-sdk .ot-vlst-cntr{margin-bottom:0}#onetrust-pc-sdk .ot-hlst-cntr{margin-top:5px;display:inline-block;width:100%}#onetrust-pc-sdk .category-vendors-list-handler,#onetrust-pc-sdk .category-vendors-list-handler+a,#onetrust-pc-sdk .category-host-list-handler{clear:both;color:#3860be;margin-left:0;font-size:.813em;text-decoration:none;float:left;overflow:hidden}#onetrust-pc-sdk .category-vendors-list-handler:hover,#onetrust-pc-sdk .category-vendors-list-handler+a:hover,#onetrust-pc-sdk .category-host-list-handler:hover{text-decoration-line:underline}#onetrust-pc-sdk .category-vendors-list-handler+a{clear:none}#onetrust-pc-sdk .ot-vlst-cntr svg.ot-ext-lnk,#onetrust-pc-sdk .ot-ven-hdr svg.ot-ext-lnk,#onetrust-pc-sdk .ot-host-hdr svg.ot-ext-lnk,#onetrust-pc-sdk .ot-cat-grp svg.ot-ext-lnk{display:inline-block;height:13px;width:13px;background-repeat:no-repeat;margin-left:1px;cursor:pointer;vertical-align:middle}#onetrust-pc-sdk .ot-ven-hdr svg.ot-ext-lnk{margin-bottom:-1px}#onetrust-pc-sdk .back-btn-handler{font-size:1em;text-decoration:none}#onetrust-pc-sdk .back-btn-handler:hover{opacity:.6}#onetrust-pc-sdk #ot-lst-title h3,#onetrust-pc-sdk #ot-lst-title p[aria-level="3"]{display:inline-block;word-break:break-word;word-wrap:break-word;margin-bottom:0;color:#656565;font-size:1em;font-weight:bold;margin-left:15px}#onetrust-pc-sdk #ot-lst-title{margin:10px 0 10px 0px;font-size:1em;text-align:left}#onetrust-pc-sdk #ot-pc-hdr{margin:0 0 0 30px;height:auto;width:auto}#onetrust-pc-sdk #ot-pc-hdr input::placeholder{color:#707070;font-style:italic}#onetrust-pc-sdk #vendor-search-handler{height:31px;width:100%;border-radius:50px;font-size:.8em;padding-right:35px;padding-left:15px;float:left;margin-left:15px}#onetrust-pc-sdk .ot-ven-name{display:block;width:auto;padding-right:5px}#onetrust-pc-sdk #ot-lst-cnt{overflow-y:auto;margin-left:20px;margin-right:7px;width:calc(100% - 27px);max-height:calc(100% - 80px);height:100%;transform:translate3d(0, 0, 0)}#onetrust-pc-sdk #ot-pc-lst{width:100%;bottom:100px;position:absolute;top:60px}#onetrust-pc-sdk #ot-pc-lst:not(.ot-enbl-chr) .ot-tgl-cntr .ot-arw-cntr,#onetrust-pc-sdk #ot-pc-lst:not(.ot-enbl-chr) .ot-tgl-cntr .ot-arw-cntr *{visibility:hidden}#onetrust-pc-sdk #ot-pc-lst .ot-tgl-cntr{right:12px;position:absolute}#onetrust-pc-sdk #ot-pc-lst .ot-arw-cntr{float:right;position:relative}#onetrust-pc-sdk #ot-pc-lst .ot-arw{margin-left:10px}#onetrust-pc-sdk #ot-pc-lst .ot-acc-hdr{overflow:hidden;cursor:pointer}#onetrust-pc-sdk .ot-vlst-cntr{overflow:hidden}#onetrust-pc-sdk #ot-sel-blk{overflow:hidden;width:100%;position:sticky;position:-webkit-sticky;top:0;z-index:3}#onetrust-pc-sdk #ot-back-arw{height:12px;width:12px}#onetrust-pc-sdk .ot-lst-subhdr{width:100%;display:inline-block}#onetrust-pc-sdk .ot-search-cntr{float:left;width:78%;position:relative}#onetrust-pc-sdk .ot-search-cntr>svg{width:30px;height:30px;position:absolute;float:left;right:-15px}#onetrust-pc-sdk .ot-fltr-cntr{float:right;right:50px;position:relative}#onetrust-pc-sdk #ot-filter-list-header{margin-top:20px;margin-bottom:10px;float:left;text-decoration:none;color:#3860be;font-size:.9em;font-weight:bold;background-color:rgba(0,0,0,0);border-color:rgba(0,0,0,0);padding:1px 1px 1px 15px;word-wrap:break-word;overflow-wrap:break-word}#onetrust-pc-sdk #filter-btn-handler{background-color:#3860be;border-radius:17px;display:inline-block;position:relative;width:32px;height:32px;-moz-transition:.1s ease;-o-transition:.1s ease;-webkit-transition:1s ease;transition:.1s ease;padding:0;margin:0}#onetrust-pc-sdk #filter-btn-handler:hover{background-color:#3860be}#onetrust-pc-sdk #filter-btn-handler svg{width:12px;height:12px;margin:3px 10px 0 10px;display:block;position:static;right:auto;top:auto}#onetrust-pc-sdk .ot-ven-link,#onetrust-pc-sdk .ot-ven-legclaim-link{color:#3860be;text-decoration:none;font-weight:100;display:inline-block;padding-top:10px;transform:translate(0, 1%);-o-transform:translate(0, 1%);-ms-transform:translate(0, 1%);-webkit-transform:translate(0, 1%);position:relative;z-index:2}#onetrust-pc-sdk .ot-ven-link *,#onetrust-pc-sdk .ot-ven-legclaim-link *{font-size:inherit}#onetrust-pc-sdk .ot-ven-link:hover,#onetrust-pc-sdk .ot-ven-legclaim-link:hover{text-decoration:underline}#onetrust-pc-sdk .ot-ven-hdr{width:calc(100% - 160px);height:auto;float:left;word-break:break-word;word-wrap:break-word;vertical-align:middle;padding-bottom:3px}#onetrust-pc-sdk .ot-ven-link,#onetrust-pc-sdk .ot-ven-legclaim-link{letter-spacing:.03em;font-size:.75em;font-weight:400}#onetrust-pc-sdk .ot-ven-dets{border-radius:2px;background-color:#f8f8f8}#onetrust-pc-sdk .ot-ven-dets li:first-child p:first-child{border-top:none}#onetrust-pc-sdk .ot-ven-dets .ot-ven-disc:not(:first-child){border-top:1px solid #ddd !important}#onetrust-pc-sdk .ot-ven-dets .ot-ven-disc:nth-child(n+3) p{display:inline-block}#onetrust-pc-sdk .ot-ven-dets .ot-ven-disc:nth-child(n+3) p:nth-of-type(odd){width:30%}#onetrust-pc-sdk .ot-ven-dets .ot-ven-disc:nth-child(n+3) p:nth-of-type(even){width:50%;word-break:break-word;word-wrap:break-word}#onetrust-pc-sdk .ot-ven-dets .ot-ven-disc p,#onetrust-pc-sdk .ot-ven-dets .ot-ven-disc h5{padding-top:5px;padding-bottom:5px;display:block}#onetrust-pc-sdk .ot-ven-dets .ot-ven-disc h5,#onetrust-pc-sdk .ot-ven-dets .ot-ven-disc p[aria-level="5"]{display:inline-block}#onetrust-pc-sdk .ot-ven-dets .ot-ven-disc p:nth-last-child(-n+1){padding-bottom:10px}#onetrust-pc-sdk .ot-ven-dets .ot-ven-disc p:nth-child(-n+2):not(.disc-pur):not([role=heading]){padding-top:10px}#onetrust-pc-sdk .ot-ven-dets .ot-ven-disc .disc-pur-cont{display:inline}#onetrust-pc-sdk .ot-ven-dets .ot-ven-disc .disc-pur{position:relative;width:50% !important;word-break:break-word;word-wrap:break-word;left:calc(30% + 17px)}#onetrust-pc-sdk .ot-ven-dets .ot-ven-disc .disc-pur:nth-child(-n+1){position:static}#onetrust-pc-sdk .ot-ven-dets p,#onetrust-pc-sdk .ot-ven-dets h5,#onetrust-pc-sdk .ot-ven-dets span{font-size:.69em;text-align:left;vertical-align:middle;word-break:break-word;word-wrap:break-word;margin:0;padding-bottom:10px;padding-left:15px;color:#2e3644}#onetrust-pc-sdk .ot-ven-dets h5,#onetrust-pc-sdk .ot-ven-dets p[aria-level="5"]{padding-top:5px;line-height:1.5}#onetrust-pc-sdk .ot-ven-dets span{color:dimgray;padding:0;vertical-align:baseline}#onetrust-pc-sdk .ot-ven-dets .ot-ven-pur h5,#onetrust-pc-sdk .ot-ven-dets .ot-ven-pur p[aria-level="5"]{border-top:1px solid #e9e9e9;border-bottom:1px solid #e9e9e9;padding-bottom:5px;margin-bottom:5px;font-weight:bold}#onetrust-pc-sdk #ot-host-lst .ot-sel-all{float:right;position:relative;margin-right:42px;top:10px}#onetrust-pc-sdk #ot-host-lst .ot-sel-all input[type=checkbox]{width:auto;height:auto}#onetrust-pc-sdk #ot-host-lst .ot-sel-all label{height:20px;width:20px;padding-left:0px}#onetrust-pc-sdk #ot-host-lst .ot-acc-txt{overflow:hidden;width:95%}#onetrust-pc-sdk .ot-host-hdr{position:relative;z-index:1;pointer-events:none;width:calc(100% - 125px);float:left}#onetrust-pc-sdk .ot-host-name,#onetrust-pc-sdk .ot-host-desc{display:inline-block;width:90%}#onetrust-pc-sdk .ot-host-name{pointer-events:none}#onetrust-pc-sdk .ot-host-hdr>a{text-decoration:underline;font-size:.82em;position:relative;z-index:2;margin-bottom:5px;pointer-events:initial}#onetrust-pc-sdk .ot-host-name+a{margin-top:5px}#onetrust-pc-sdk .ot-host-name,#onetrust-pc-sdk .ot-host-name a,#onetrust-pc-sdk .ot-host-desc,#onetrust-pc-sdk .ot-host-info{color:dimgray;word-break:break-word;word-wrap:break-word}#onetrust-pc-sdk .ot-host-name,#onetrust-pc-sdk .ot-host-name a{font-weight:bold;font-size:.82em;line-height:1.3}#onetrust-pc-sdk .ot-host-name a{font-size:1em}#onetrust-pc-sdk .ot-host-expand{margin-top:3px;margin-bottom:3px;clear:both;display:block;color:#3860be;font-size:.72em;font-weight:normal}#onetrust-pc-sdk .ot-host-expand *{font-size:inherit}#onetrust-pc-sdk .ot-host-desc,#onetrust-pc-sdk .ot-host-info{font-size:.688em;line-height:1.4;font-weight:normal}#onetrust-pc-sdk .ot-host-desc{margin-top:10px}#onetrust-pc-sdk .ot-host-opt{margin:0;font-size:inherit;display:inline-block;width:100%}#onetrust-pc-sdk .ot-host-opt li>dl{font-size:.8em;margin:5px 0}#onetrust-pc-sdk .ot-host-opt li>dl>div{padding:5px 0;display:flex}#onetrust-pc-sdk .ot-host-opt li>dl>div dt{width:30%;float:left}#onetrust-pc-sdk .ot-host-opt li>dl>div dd{width:70%;float:left;word-break:break-word;word-wrap:break-word}#onetrust-pc-sdk .ot-host-info{border:none;display:inline-block;width:calc(100% - 10px);padding:10px;margin-bottom:10px;background-color:#f8f8f8}#onetrust-pc-sdk .ot-host-info>div{overflow:auto}#onetrust-pc-sdk #no-results{text-align:center;margin-top:30px}#onetrust-pc-sdk #no-results p{font-size:1em;color:#2e3644;word-break:break-word;word-wrap:break-word}#onetrust-pc-sdk #no-results p span{font-weight:bold}#onetrust-pc-sdk #ot-fltr-modal{width:100%;height:auto;display:none;-moz-transition:.2s ease;-o-transition:.2s ease;-webkit-transition:2s ease;transition:.2s ease;overflow:hidden;opacity:1;right:0}#onetrust-pc-sdk #ot-fltr-modal .ot-label-txt{display:inline-block;font-size:.85em;color:dimgray}#onetrust-pc-sdk #ot-fltr-cnt{z-index:2147483646;background-color:#fff;position:absolute;height:90%;max-height:300px;width:325px;left:210px;margin-top:10px;margin-bottom:20px;padding-right:10px;border-radius:3px;-webkit-box-shadow:0px 0px 12px 2px #c7c5c7;-moz-box-shadow:0px 0px 12px 2px #c7c5c7;box-shadow:0px 0px 12px 2px #c7c5c7}#onetrust-pc-sdk .ot-fltr-scrlcnt{overflow-y:auto;overflow-x:hidden;clear:both;max-height:calc(100% - 60px)}#onetrust-pc-sdk #ot-anchor{border:12px solid rgba(0,0,0,0);display:none;position:absolute;z-index:2147483647;right:55px;top:75px;transform:rotate(45deg);-o-transform:rotate(45deg);-ms-transform:rotate(45deg);-webkit-transform:rotate(45deg);background-color:#fff;-webkit-box-shadow:-3px -3px 5px -2px #c7c5c7;-moz-box-shadow:-3px -3px 5px -2px #c7c5c7;box-shadow:-3px -3px 5px -2px #c7c5c7}#onetrust-pc-sdk .ot-fltr-btns{margin-left:15px}#onetrust-pc-sdk #filter-apply-handler{margin-right:15px}#onetrust-pc-sdk .ot-fltr-opt{margin-bottom:5px;margin-left:15px;min-height:20px;width:75%;position:relative}#onetrust-pc-sdk .ot-fltr-opt p{display:inline-block;margin:0;font-size:.9em;color:#2e3644}#onetrust-pc-sdk .ot-chkbox label span{font-size:.85em;color:dimgray}#onetrust-pc-sdk .ot-chkbox input[type=checkbox]+label::after{content:none;color:#fff}#onetrust-pc-sdk .ot-chkbox input[type=checkbox]:checked+label::after{content:""}#onetrust-pc-sdk .ot-chkbox input[type=checkbox][aria-checked=mixed]+label::after{content:""}#onetrust-pc-sdk .ot-chkbox input[type=checkbox]:focus+label::before{outline-style:solid;outline-width:2px;outline-style:auto}#onetrust-pc-sdk #ot-selall-vencntr,#onetrust-pc-sdk #ot-selall-adtlvencntr,#onetrust-pc-sdk #ot-selall-hostcntr,#onetrust-pc-sdk #ot-selall-licntr,#onetrust-pc-sdk #ot-selall-gnvencntr{right:15px;position:relative;width:20px;height:20px;float:right}#onetrust-pc-sdk #ot-selall-vencntr label,#onetrust-pc-sdk #ot-selall-adtlvencntr label,#onetrust-pc-sdk #ot-selall-hostcntr label,#onetrust-pc-sdk #ot-selall-licntr label,#onetrust-pc-sdk #ot-selall-gnvencntr label{float:left;padding-left:0}#onetrust-pc-sdk #ot-ven-lst:first-child{border-top:1px solid #e2e2e2}#onetrust-pc-sdk ul{list-style:none;padding:0}#onetrust-pc-sdk ul li:not(.ot-fltr-opt){position:relative;margin:0;padding:15px 15px 15px 10px;border-bottom:1px solid #e2e2e2}#onetrust-pc-sdk ul li h3,#onetrust-pc-sdk ul li h4,#onetrust-pc-sdk ul li p[aria-level="3"]:not(.ot-host-name,.ot-host-desc),#onetrust-pc-sdk ul li p[aria-level="4"]:not(.ot-host-name,.ot-host-desc){font-size:.75em;color:#656565;margin:0;display:inline-block;width:70%;height:auto;word-break:break-word;word-wrap:break-word}#onetrust-pc-sdk ul li p:not([role=heading]){margin:0;font-size:.7em}#onetrust-pc-sdk ul li input[type=checkbox]{position:absolute;cursor:pointer;width:100%;height:100%;opacity:0;margin:0;top:0;left:0}#onetrust-pc-sdk .ot-cat-item>button:focus,#onetrust-pc-sdk .ot-acc-cntr>button:focus,#onetrust-pc-sdk li>button:focus{outline:#000 solid 2px}#onetrust-pc-sdk .ot-cat-item>button,#onetrust-pc-sdk .ot-acc-cntr>button,#onetrust-pc-sdk li>button{position:absolute;cursor:pointer;width:100%;height:100%;margin:0;top:0;left:0;z-index:1;max-width:none;border:none}#onetrust-pc-sdk .ot-cat-item>button[aria-expanded=false]~.ot-acc-txt,#onetrust-pc-sdk .ot-acc-cntr>button[aria-expanded=false]~.ot-acc-txt,#onetrust-pc-sdk li>button[aria-expanded=false]~.ot-acc-txt{margin-top:0;max-height:0;opacity:0;overflow:hidden;width:100%;transition:.25s ease-out;display:none}#onetrust-pc-sdk .ot-cat-item>button[aria-expanded=true]~.ot-acc-txt,#onetrust-pc-sdk .ot-acc-cntr>button[aria-expanded=true]~.ot-acc-txt,#onetrust-pc-sdk li>button[aria-expanded=true]~.ot-acc-txt{transition:.1s ease-in;margin-top:10px;width:100%;overflow:auto;display:block}#onetrust-pc-sdk .ot-cat-item>button[aria-expanded=true]~.ot-acc-grpcntr,#onetrust-pc-sdk .ot-acc-cntr>button[aria-expanded=true]~.ot-acc-grpcntr,#onetrust-pc-sdk li>button[aria-expanded=true]~.ot-acc-grpcntr{width:auto;margin-top:0px;padding-bottom:10px}#onetrust-pc-sdk .ot-host-item>button:focus,#onetrust-pc-sdk .ot-ven-item>button:focus{outline:0;border:2px solid #000}#onetrust-pc-sdk .ot-hide-acc>button{pointer-events:none}#onetrust-pc-sdk .ot-hide-acc .ot-plus-minus>*,#onetrust-pc-sdk .ot-hide-acc .ot-arw-cntr>*{visibility:hidden}#onetrust-pc-sdk .ot-hide-acc .ot-acc-hdr{min-height:30px}#onetrust-pc-sdk.ot-addtl-vendors #ot-lst-cnt:not(.ot-host-cnt){padding-right:10px;width:calc(100% - 37px);margin-top:10px;max-height:calc(100% - 90px)}#onetrust-pc-sdk.ot-addtl-vendors #ot-lst-cnt:not(.ot-host-cnt) #ot-sel-blk{background-color:#f9f9fc;border:1px solid #e2e2e2;width:calc(100% - 2px);padding-bottom:5px;padding-top:5px}#onetrust-pc-sdk.ot-addtl-vendors #ot-lst-cnt:not(.ot-host-cnt) #ot-sel-blk.ot-vnd-list-cnt{border:unset;background-color:unset}#onetrust-pc-sdk.ot-addtl-vendors #ot-lst-cnt:not(.ot-host-cnt) #ot-sel-blk.ot-vnd-list-cnt .ot-sel-all-hdr{display:none}#onetrust-pc-sdk.ot-addtl-vendors #ot-lst-cnt:not(.ot-host-cnt) #ot-sel-blk.ot-vnd-list-cnt .ot-sel-all{padding-right:.5rem}#onetrust-pc-sdk.ot-addtl-vendors #ot-lst-cnt:not(.ot-host-cnt) #ot-sel-blk.ot-vnd-list-cnt .ot-sel-all .ot-chkbox{right:0}#onetrust-pc-sdk.ot-addtl-vendors #ot-lst-cnt:not(.ot-host-cnt) .ot-sel-all{padding-right:34px}#onetrust-pc-sdk.ot-addtl-vendors #ot-lst-cnt:not(.ot-host-cnt) .ot-sel-all-chkbox{width:auto}#onetrust-pc-sdk.ot-addtl-vendors #ot-lst-cnt:not(.ot-host-cnt) ul li{border:1px solid #e2e2e2;margin-bottom:10px}#onetrust-pc-sdk.ot-addtl-vendors #ot-lst-cnt:not(.ot-host-cnt) .ot-acc-cntr>.ot-acc-hdr{padding:10px 0 10px 15px}#onetrust-pc-sdk.ot-addtl-vendors .ot-sel-all-chkbox{float:right}#onetrust-pc-sdk.ot-addtl-vendors .ot-plus-minus~.ot-sel-all-chkbox{right:34px}#onetrust-pc-sdk.ot-addtl-vendors #ot-ven-lst:first-child{border-top:none}#onetrust-pc-sdk .ot-acc-cntr{position:relative;border-left:1px solid #e2e2e2;border-right:1px solid #e2e2e2;border-bottom:1px solid #e2e2e2}#onetrust-pc-sdk .ot-acc-cntr input{z-index:1}#onetrust-pc-sdk .ot-acc-cntr>.ot-acc-hdr{background-color:#f9f9fc;padding:5px 0 5px 15px;width:auto}#onetrust-pc-sdk .ot-acc-cntr>.ot-acc-hdr .ot-plus-minus{vertical-align:middle;top:auto}#onetrust-pc-sdk .ot-acc-cntr>.ot-acc-hdr .ot-arw-cntr{right:10px}#onetrust-pc-sdk .ot-acc-cntr>.ot-acc-hdr input{z-index:2}#onetrust-pc-sdk .ot-acc-cntr.ot-add-tech .ot-acc-hdr{padding:10px 0 10px 15px}#onetrust-pc-sdk .ot-acc-cntr>input[type=checkbox]:checked~.ot-acc-hdr{border-bottom:1px solid #e2e2e2}#onetrust-pc-sdk .ot-acc-cntr>.ot-acc-txt{padding-left:10px;padding-right:10px}#onetrust-pc-sdk .ot-acc-cntr button[aria-expanded=true]~.ot-acc-txt{width:auto}#onetrust-pc-sdk .ot-acc-cntr .ot-addtl-venbox{display:none}#onetrust-pc-sdk .ot-vlst-cntr{margin-bottom:0;width:100%}#onetrust-pc-sdk .ot-vensec-title{font-size:.813em;vertical-align:middle;display:inline-block}#onetrust-pc-sdk .category-vendors-list-handler,#onetrust-pc-sdk .category-vendors-list-handler+a{margin-left:0;margin-top:10px}#onetrust-pc-sdk #ot-selall-vencntr.line-through label::after,#onetrust-pc-sdk #ot-selall-adtlvencntr.line-through label::after,#onetrust-pc-sdk #ot-selall-licntr.line-through label::after,#onetrust-pc-sdk #ot-selall-hostcntr.line-through label::after,#onetrust-pc-sdk #ot-selall-gnvencntr.line-through label::after{height:auto;border-left:0;transform:none;-o-transform:none;-ms-transform:none;-webkit-transform:none;left:9px;top:12px}#onetrust-pc-sdk #ot-category-title{float:left;padding-bottom:10px;font-size:1em;width:100%}#onetrust-pc-sdk .ot-cat-grp{margin-top:10px}#onetrust-pc-sdk .ot-cat-item{line-height:1.1;margin-top:10px;display:inline-block;width:100%}#onetrust-pc-sdk .ot-btn-container{text-align:right}#onetrust-pc-sdk .ot-btn-container button{display:inline-block;font-size:.75em;margin-top:15px;min-height:40px}#onetrust-pc-sdk .ot-btn-container.ot-button-order-container{display:flex;flex-wrap:wrap;justify-content:flex-end}#onetrust-pc-sdk .ot-btn-container.ot-button-order-container *[class*=ot-button-order-]:nth-of-type(1){margin-right:auto;margin-left:15px}#onetrust-pc-sdk .ot-btn-container.ot-button-order-container *[class*=ot-button-order-]:nth-of-type(2),#onetrust-pc-sdk .ot-btn-container.ot-button-order-container *[class*=ot-button-order-]:nth-of-type(3){margin-right:15px}#onetrust-pc-sdk .ot-btn-container.ot-button-order-container.ot-stack-buttons{flex:1;width:auto;gap:.5rem;height:100%;padding:0 30px;flex-wrap:nowrap;margin-top:.75rem;align-items:center;margin-bottom:.75rem;flex-direction:column;justify-content:space-around}#onetrust-pc-sdk .ot-btn-container.ot-button-order-container.ot-stack-buttons .ot-pc-refuse-all-handler,#onetrust-pc-sdk .ot-btn-container.ot-button-order-container.ot-stack-buttons .save-preference-btn-handler,#onetrust-pc-sdk .ot-btn-container.ot-button-order-container.ot-stack-buttons #accept-recommended-btn-handler{width:100%;margin:0 !important}#onetrust-pc-sdk #close-pc-btn-handler.ot-close-icon{position:absolute;top:10px;right:4px;z-index:1;padding:0;background-color:rgba(0,0,0,0);border:none}#onetrust-pc-sdk #close-pc-btn-handler.ot-close-icon svg{display:block;height:10px;width:10px}#onetrust-pc-sdk #clear-filters-handler{margin-top:20px;margin-bottom:10px;float:right;max-width:200px;text-decoration:none;color:#3860be;font-size:.9em;font-weight:bold;background-color:rgba(0,0,0,0);border-color:rgba(0,0,0,0);padding:1px}#onetrust-pc-sdk #clear-filters-handler:hover{color:#2285f7}#onetrust-pc-sdk #clear-filters-handler:focus{outline:#000 solid 1px}#onetrust-pc-sdk .ot-enbl-chr h4~.ot-tgl,#onetrust-pc-sdk .ot-enbl-chr h4~.ot-always-active{right:45px}#onetrust-pc-sdk .ot-enbl-chr h4~.ot-tgl+.ot-tgl{right:120px}#onetrust-pc-sdk .ot-enbl-chr .ot-pli-hdr.ot-leg-border-color span:first-child{width:90px}#onetrust-pc-sdk .ot-enbl-chr li.ot-subgrp>h5+.ot-tgl-cntr,#onetrust-pc-sdk .ot-enbl-chr li.ot-subgrp>p[aria-level="5"]+.ot-tgl-cntr{padding-right:25px}#onetrust-pc-sdk .ot-plus-minus{width:20px;height:20px;font-size:1.5em;position:relative;display:inline-block;margin-right:5px;top:3px}#onetrust-pc-sdk .ot-plus-minus span{position:absolute;background:#27455c;border-radius:1px}#onetrust-pc-sdk .ot-plus-minus span:first-of-type{top:25%;bottom:25%;width:10%;left:45%}#onetrust-pc-sdk .ot-plus-minus span:last-of-type{left:25%;right:25%;height:10%;top:45%}#onetrust-pc-sdk button[aria-expanded=true]~.ot-acc-hdr .ot-arw,#onetrust-pc-sdk button[aria-expanded=true]~.ot-acc-hdr .ot-plus-minus span:first-of-type,#onetrust-pc-sdk button[aria-expanded=true]~.ot-acc-hdr .ot-plus-minus span:last-of-type{transform:rotate(90deg)}#onetrust-pc-sdk button[aria-expanded=true]~.ot-acc-hdr .ot-plus-minus span:last-of-type{left:50%;right:50%}#onetrust-pc-sdk #ot-selall-vencntr label,#onetrust-pc-sdk #ot-selall-adtlvencntr label,#onetrust-pc-sdk #ot-selall-hostcntr label,#onetrust-pc-sdk #ot-selall-licntr label{position:relative;display:inline-block;width:20px;height:20px}#onetrust-pc-sdk .ot-host-item .ot-plus-minus,#onetrust-pc-sdk .ot-ven-item .ot-plus-minus{float:left;margin-right:8px;top:10px}#onetrust-pc-sdk .ot-ven-item ul{list-style:none inside;font-size:100%;margin:0}#onetrust-pc-sdk .ot-ven-item ul li{margin:0 !important;padding:0;border:none !important}#onetrust-pc-sdk .ot-pli-hdr{color:#77808e;overflow:hidden;padding-top:7.5px;padding-bottom:7.5px;width:calc(100% - 2px);border-top-left-radius:3px;border-top-right-radius:3px}#onetrust-pc-sdk .ot-pli-hdr span:first-child{top:50%;transform:translateY(50%);max-width:90px}#onetrust-pc-sdk .ot-pli-hdr span:last-child{padding-right:10px;max-width:95px;text-align:center}#onetrust-pc-sdk .ot-li-title{float:right;font-size:.813em}#onetrust-pc-sdk .ot-pli-hdr.ot-leg-border-color{background-color:#f4f4f4;border:1px solid #d8d8d8}#onetrust-pc-sdk .ot-pli-hdr.ot-leg-border-color span:first-child{text-align:left;width:70px}#onetrust-pc-sdk li.ot-subgrp>h5,#onetrust-pc-sdk li.ot-subgrp>p[aria-level="5"],#onetrust-pc-sdk .ot-cat-header{width:calc(100% - 130px)}#onetrust-pc-sdk li.ot-subgrp>h5+.ot-tgl-cntr{padding-left:13px}#onetrust-pc-sdk .ot-acc-grpcntr .ot-acc-grpdesc{margin-bottom:5px}#onetrust-pc-sdk .ot-acc-grpcntr .ot-subgrp-cntr{border-top:1px solid #d8d8d8}#onetrust-pc-sdk .ot-acc-grpcntr .ot-vlst-cntr+.ot-subgrp-cntr{border-top:none}#onetrust-pc-sdk .ot-acc-hdr .ot-arw-cntr+.ot-tgl-cntr,#onetrust-pc-sdk .ot-acc-txt h4+.ot-tgl-cntr,#onetrust-pc-sdk .ot-acc-txt p[aria-level="4"]+.ot-tgl-cntr{padding-left:13px}#onetrust-pc-sdk .ot-pli-hdr~.ot-cat-item .ot-subgrp>h5,#onetrust-pc-sdk .ot-pli-hdr~.ot-cat-item .ot-subgrp>p[aria-level="5"],#onetrust-pc-sdk .ot-pli-hdr~.ot-cat-item .ot-cat-header{width:calc(100% - 145px)}#onetrust-pc-sdk .ot-pli-hdr~.ot-cat-item h5+.ot-tgl-cntr,#onetrust-pc-sdk .ot-pli-hdr~.ot-cat-item .ot-cat-header+.ot-tgl{padding-left:28px}#onetrust-pc-sdk .ot-sel-all-hdr,#onetrust-pc-sdk .ot-sel-all-chkbox{display:inline-block;width:100%;position:relative}#onetrust-pc-sdk .ot-sel-all-chkbox{z-index:1}#onetrust-pc-sdk .ot-sel-all{margin:0;position:relative;padding-right:23px;float:right}#onetrust-pc-sdk .ot-consent-hdr,#onetrust-pc-sdk .ot-li-hdr{float:right;font-size:.812em;line-height:normal;text-align:center;word-break:break-word;word-wrap:break-word}#onetrust-pc-sdk .ot-li-hdr{max-width:100px;padding-right:10px}#onetrust-pc-sdk .ot-consent-hdr{max-width:55px}#onetrust-pc-sdk #ot-selall-licntr{display:block;width:21px;height:auto;float:right;position:relative;right:80px}#onetrust-pc-sdk #ot-selall-licntr label{position:absolute}#onetrust-pc-sdk .ot-ven-ctgl{margin-left:66px}#onetrust-pc-sdk .ot-ven-litgl+.ot-arw-cntr{margin-left:81px}#onetrust-pc-sdk .ot-enbl-chr .ot-host-cnt .ot-tgl-cntr{width:auto}#onetrust-pc-sdk #ot-lst-cnt:not(.ot-host-cnt) .ot-tgl-cntr{width:auto;top:auto;height:20px}#onetrust-pc-sdk #ot-lst-cnt .ot-chkbox{position:relative;display:inline-block;width:28px;height:28px}#onetrust-pc-sdk #ot-lst-cnt .ot-chkbox label{position:absolute;padding:0;width:28px;height:28px}#onetrust-pc-sdk #ot-lst-cnt .ot-vnd-info-cntr{border:1px solid #d8d8d8;padding:.75rem 2rem;padding-bottom:0;width:auto;margin-top:.5rem}#onetrust-pc-sdk .ot-acc-grpdesc+.ot-leg-btn-container{padding-left:20px;padding-right:20px;width:calc(100% - 40px);margin-bottom:5px}#onetrust-pc-sdk .ot-subgrp .ot-leg-btn-container{margin-bottom:5px}#onetrust-pc-sdk #ot-ven-lst .ot-leg-btn-container{margin-top:10px}#onetrust-pc-sdk .ot-leg-btn-container{display:inline-block;width:100%;margin-bottom:10px}#onetrust-pc-sdk .ot-leg-btn-container button{height:auto;padding:6.5px 8px;margin-bottom:0;letter-spacing:0;font-size:.75em;line-height:normal}#onetrust-pc-sdk .ot-leg-btn-container svg{display:none;height:14px;width:14px;padding-right:5px;vertical-align:sub}#onetrust-pc-sdk .ot-active-leg-btn{cursor:default;pointer-events:none}#onetrust-pc-sdk .ot-active-leg-btn svg{display:inline-block}#onetrust-pc-sdk .ot-remove-objection-handler{text-decoration:underline;padding:0;font-size:.75em;font-weight:600;line-height:1;padding-left:10px}#onetrust-pc-sdk .ot-obj-leg-btn-handler span{font-weight:bold;text-align:center;font-size:inherit;line-height:1.5}#onetrust-pc-sdk.ot-close-btn-link #close-pc-btn-handler{border:none;height:auto;line-height:1.5;text-decoration:underline;font-size:.69em;background:none;right:15px;top:15px;width:auto;font-weight:normal}#onetrust-pc-sdk .ot-pgph-link{font-size:.813em !important;margin-top:10px;position:relative}#onetrust-pc-sdk .ot-pgph-link.ot-pgph-link-subgroup{margin-bottom:1rem}#onetrust-pc-sdk .ot-accordion-layout .ot-pgph-link{margin-top:5px}#onetrust-pc-sdk .ot-pgph-contr{margin:0 2.5rem}#onetrust-pc-sdk .ot-pgph-title{font-size:1.18rem;margin-bottom:2rem}#onetrust-pc-sdk .ot-pgph-desc{font-size:1rem;font-weight:400;margin-bottom:2rem;line-height:1.5rem}#onetrust-pc-sdk .ot-pgph-desc:not(:last-child):after{content:"";width:96%;display:block;margin:0 auto;padding-bottom:2rem;border-bottom:1px solid #e9e9e9}#onetrust-pc-sdk .ot-cat-header{float:left;font-weight:600;font-size:.875em;line-height:1.5;max-width:90%;vertical-align:middle}#onetrust-pc-sdk .ot-vnd-item>button:focus{outline:#000 solid 2px}#onetrust-pc-sdk .ot-vnd-item>button{position:absolute;cursor:pointer;width:100%;height:100%;margin:0;top:0;left:0;z-index:1;max-width:none;border:none}#onetrust-pc-sdk .ot-vnd-item>button[aria-expanded=false]~.ot-acc-txt{margin-top:0;max-height:0;opacity:0;overflow:hidden;width:100%;transition:.25s ease-out;display:none}#onetrust-pc-sdk .ot-vnd-item>button[aria-expanded=true]~.ot-acc-txt{transition:.1s ease-in;margin-top:10px;width:100%;overflow:auto;display:block}#onetrust-pc-sdk .ot-vnd-item>button[aria-expanded=true]~.ot-acc-grpcntr{width:auto;margin-top:0px;padding-bottom:10px}#onetrust-pc-sdk .ot-accordion-layout.ot-cat-item{position:relative;border-radius:2px;margin:0;padding:0;border:1px solid #d8d8d8;border-top:none;width:calc(100% - 2px);float:left}#onetrust-pc-sdk .ot-accordion-layout.ot-cat-item:first-of-type{margin-top:10px;border-top:1px solid #d8d8d8}#onetrust-pc-sdk .ot-accordion-layout .ot-acc-grpdesc{padding-left:20px;padding-right:20px;width:calc(100% - 40px);font-size:.812em;margin-bottom:10px;margin-top:15px}#onetrust-pc-sdk .ot-accordion-layout .ot-acc-grpdesc>ul{padding-top:10px}#onetrust-pc-sdk .ot-accordion-layout .ot-acc-grpdesc>ul li{padding-top:0;line-height:1.5;padding-bottom:10px}#onetrust-pc-sdk .ot-accordion-layout div+.ot-acc-grpdesc{margin-top:5px}#onetrust-pc-sdk .ot-accordion-layout .ot-vlst-cntr:first-child{margin-top:10px}#onetrust-pc-sdk .ot-accordion-layout .ot-vlst-cntr:last-child,#onetrust-pc-sdk .ot-accordion-layout .ot-hlst-cntr:last-child{margin-bottom:5px}#onetrust-pc-sdk .ot-accordion-layout .ot-acc-hdr{padding-top:11.5px;padding-bottom:11.5px;padding-left:20px;padding-right:20px;width:calc(100% - 40px);display:inline-block}#onetrust-pc-sdk .ot-accordion-layout .ot-acc-txt{width:100%;padding:0}#onetrust-pc-sdk .ot-accordion-layout .ot-subgrp-cntr{padding-left:20px;padding-right:15px;padding-bottom:0;width:calc(100% - 35px)}#onetrust-pc-sdk .ot-accordion-layout .ot-subgrp{padding-right:5px}#onetrust-pc-sdk .ot-accordion-layout .ot-acc-grpcntr{z-index:1;position:relative}#onetrust-pc-sdk .ot-accordion-layout .ot-cat-header+.ot-arw-cntr{position:absolute;top:50%;transform:translateY(-50%);right:20px;margin-top:-2px}#onetrust-pc-sdk .ot-accordion-layout .ot-cat-header+.ot-arw-cntr .ot-arw{width:15px;height:20px;margin-left:5px;color:dimgray}#onetrust-pc-sdk .ot-accordion-layout .ot-cat-header{float:none;color:#2e3644;margin:0;display:inline-block;height:auto;word-wrap:break-word;min-height:inherit}#onetrust-pc-sdk .ot-accordion-layout .ot-vlst-cntr,#onetrust-pc-sdk .ot-accordion-layout .ot-hlst-cntr{padding-left:20px;width:calc(100% - 20px);display:inline-block;margin-top:0;padding-bottom:2px}#onetrust-pc-sdk .ot-accordion-layout .ot-acc-hdr{position:relative;min-height:25px}#onetrust-pc-sdk .ot-accordion-layout h4~.ot-tgl,#onetrust-pc-sdk .ot-accordion-layout h4~.ot-always-active{position:absolute;top:50%;transform:translateY(-50%);right:20px}#onetrust-pc-sdk .ot-accordion-layout h4~.ot-tgl+.ot-tgl{right:95px}#onetrust-pc-sdk .ot-accordion-layout .category-vendors-list-handler,#onetrust-pc-sdk .ot-accordion-layout .category-vendors-list-handler+a{margin-top:5px}#onetrust-pc-sdk #ot-pc-lst{display:flex;flex-direction:column}#onetrust-pc-sdk #ot-lst-cnt{margin-top:1rem;max-height:calc(100% - 100px)}#onetrust-pc-sdk #ot-lst-cnt .ot-vnd-info-cntr{border:1px solid #d8d8d8;padding:.75rem 2rem;padding-bottom:0;width:auto;margin-top:.5rem}#onetrust-pc-sdk #ot-lst-cnt .ot-vnd-info{margin-bottom:1rem;padding-left:.75rem;padding-right:.75rem;display:flex;flex-direction:column}#onetrust-pc-sdk #ot-lst-cnt .ot-vnd-info>div{display:flex}#onetrust-pc-sdk #ot-lst-cnt .ot-vnd-info[data-vnd-info-key*=DPOEmail]{border-top:1px solid #d8d8d8;padding-top:1rem}#onetrust-pc-sdk #ot-lst-cnt .ot-vnd-info[data-vnd-info-key*=DPOLink]{border-bottom:1px solid #d8d8d8;padding-bottom:1rem}#onetrust-pc-sdk #ot-lst-cnt .ot-vnd-info .ot-vnd-lbl{font-weight:bold;font-size:.85em;margin-bottom:.5rem}#onetrust-pc-sdk #ot-lst-cnt .ot-vnd-info .ot-vnd-cnt{margin-left:.5rem;font-weight:500;font-size:.85rem}#onetrust-pc-sdk .ot-vs-list,#onetrust-pc-sdk .ot-vnd-serv{width:auto;padding:1rem 1.25rem;padding-bottom:0}#onetrust-pc-sdk .ot-vs-list .ot-vnd-serv-hdr-cntr,#onetrust-pc-sdk .ot-vnd-serv .ot-vnd-serv-hdr-cntr{padding-bottom:.75rem;border-bottom:1px solid #d8d8d8}#onetrust-pc-sdk .ot-vs-list .ot-vnd-serv-hdr-cntr .ot-vnd-serv-hdr,#onetrust-pc-sdk .ot-vnd-serv .ot-vnd-serv-hdr-cntr .ot-vnd-serv-hdr{font-weight:600;font-size:.95em;line-height:2;margin-left:.5rem}#onetrust-pc-sdk .ot-vs-list .ot-vnd-item,#onetrust-pc-sdk .ot-vnd-serv .ot-vnd-item{border:none;margin:0;padding:0}#onetrust-pc-sdk .ot-vs-list .ot-vnd-item button,#onetrust-pc-sdk .ot-vnd-serv .ot-vnd-item button{outline:none;border-bottom:1px solid #d8d8d8}#onetrust-pc-sdk .ot-vs-list .ot-vnd-item button[aria-expanded=true],#onetrust-pc-sdk .ot-vnd-serv .ot-vnd-item button[aria-expanded=true]{border-bottom:none}#onetrust-pc-sdk .ot-vs-list .ot-vnd-item:first-child,#onetrust-pc-sdk .ot-vnd-serv .ot-vnd-item:first-child{margin-top:.25rem;border-top:unset}#onetrust-pc-sdk .ot-vs-list .ot-vnd-item:last-child,#onetrust-pc-sdk .ot-vnd-serv .ot-vnd-item:last-child{margin-bottom:.5rem}#onetrust-pc-sdk .ot-vs-list .ot-vnd-item:last-child button,#onetrust-pc-sdk .ot-vnd-serv .ot-vnd-item:last-child button{border-bottom:none}#onetrust-pc-sdk .ot-vs-list .ot-vnd-item .ot-vnd-info-cntr,#onetrust-pc-sdk .ot-vnd-serv .ot-vnd-item .ot-vnd-info-cntr{border:1px solid #d8d8d8;padding:.75rem 1.75rem;padding-bottom:0;width:auto;margin-top:.5rem}#onetrust-pc-sdk .ot-vs-list .ot-vnd-item .ot-vnd-info,#onetrust-pc-sdk .ot-vnd-serv .ot-vnd-item .ot-vnd-info{margin-bottom:1rem;padding-left:.75rem;padding-right:.75rem;display:flex;flex-direction:column}#onetrust-pc-sdk .ot-vs-list .ot-vnd-item .ot-vnd-info>div,#onetrust-pc-sdk .ot-vnd-serv .ot-vnd-item .ot-vnd-info>div{display:flex}#onetrust-pc-sdk .ot-vs-list .ot-vnd-item .ot-vnd-info[data-vnd-info-key*=DPOEmail],#onetrust-pc-sdk .ot-vnd-serv .ot-vnd-item .ot-vnd-info[data-vnd-info-key*=DPOEmail]{border-top:1px solid #d8d8d8;padding-top:1rem}#onetrust-pc-sdk .ot-vs-list .ot-vnd-item .ot-vnd-info[data-vnd-info-key*=DPOLink],#onetrust-pc-sdk .ot-vnd-serv .ot-vnd-item .ot-vnd-info[data-vnd-info-key*=DPOLink]{border-bottom:1px solid #d8d8d8;padding-bottom:1rem}#onetrust-pc-sdk .ot-vs-list .ot-vnd-item .ot-vnd-info .ot-vnd-lbl,#onetrust-pc-sdk .ot-vnd-serv .ot-vnd-item .ot-vnd-info .ot-vnd-lbl{font-weight:bold;font-size:.85em;margin-bottom:.5rem}#onetrust-pc-sdk .ot-vs-list .ot-vnd-item .ot-vnd-info .ot-vnd-cnt,#onetrust-pc-sdk .ot-vnd-serv .ot-vnd-item .ot-vnd-info .ot-vnd-cnt{margin-left:.5rem;font-weight:500;font-size:.85rem}#onetrust-pc-sdk .ot-vs-list.ot-vnd-subgrp-cnt,#onetrust-pc-sdk .ot-vnd-serv.ot-vnd-subgrp-cnt{padding-left:40px}#onetrust-pc-sdk .ot-vs-list.ot-vnd-subgrp-cnt .ot-vnd-serv-hdr-cntr .ot-vnd-serv-hdr,#onetrust-pc-sdk .ot-vnd-serv.ot-vnd-subgrp-cnt .ot-vnd-serv-hdr-cntr .ot-vnd-serv-hdr{font-size:.8em}#onetrust-pc-sdk .ot-vs-list.ot-vnd-subgrp-cnt .ot-cat-header,#onetrust-pc-sdk .ot-vnd-serv.ot-vnd-subgrp-cnt .ot-cat-header{font-size:.8em}#onetrust-pc-sdk .ot-subgrp-cntr .ot-vnd-serv{margin-bottom:1rem;padding:1rem .95rem}#onetrust-pc-sdk .ot-subgrp-cntr .ot-vnd-serv .ot-vnd-serv-hdr-cntr{padding-bottom:.75rem;border-bottom:1px solid #d8d8d8}#onetrust-pc-sdk .ot-subgrp-cntr .ot-vnd-serv .ot-vnd-serv-hdr-cntr .ot-vnd-serv-hdr{font-weight:700;font-size:.8em;line-height:20px;margin-left:.82rem}#onetrust-pc-sdk .ot-subgrp-cntr .ot-cat-header{font-weight:700;font-size:.8em;line-height:20px}#onetrust-pc-sdk .ot-subgrp-cntr ul.ot-subgrps .ot-vnd-serv .ot-vnd-lst-cont .ot-accordion-layout .ot-acc-hdr div.ot-chkbox{margin-left:.82rem}#onetrust-pc-sdk .ot-vs-config .ot-acc-hdr,#onetrust-pc-sdk ul.ot-subgrps .ot-acc-hdr,#onetrust-pc-sdk .ot-subgrp-cntr ul.ot-subgrps .ot-acc-hdr,#onetrust-pc-sdk .ot-vs-list .ot-vnd-item .ot-acc-hdr,#onetrust-pc-sdk .ot-vnd-serv .ot-vnd-item .ot-acc-hdr,#onetrust-pc-sdk #ot-pc-lst .ot-vs-list .ot-vnd-item .ot-acc-hdr,#onetrust-pc-sdk .ot-accordion-layout.ot-checkbox-consent .ot-acc-hdr{padding:.7rem 0;margin:0;display:flex;width:100%;align-items:center;justify-content:space-between}#onetrust-pc-sdk .ot-vs-config .ot-acc-hdr div:first-child,#onetrust-pc-sdk ul.ot-subgrps .ot-acc-hdr div:first-child,#onetrust-pc-sdk .ot-subgrp-cntr ul.ot-subgrps .ot-acc-hdr div:first-child,#onetrust-pc-sdk .ot-vs-list .ot-vnd-item .ot-acc-hdr div:first-child,#onetrust-pc-sdk .ot-vnd-serv .ot-vnd-item .ot-acc-hdr div:first-child,#onetrust-pc-sdk #ot-pc-lst .ot-vs-list .ot-vnd-item .ot-acc-hdr div:first-child,#onetrust-pc-sdk .ot-accordion-layout.ot-checkbox-consent .ot-acc-hdr div:first-child{margin-left:.5rem}#onetrust-pc-sdk .ot-vs-config .ot-acc-hdr div:last-child,#onetrust-pc-sdk ul.ot-subgrps .ot-acc-hdr div:last-child,#onetrust-pc-sdk .ot-subgrp-cntr ul.ot-subgrps .ot-acc-hdr div:last-child,#onetrust-pc-sdk .ot-vs-list .ot-vnd-item .ot-acc-hdr div:last-child,#onetrust-pc-sdk .ot-vnd-serv .ot-vnd-item .ot-acc-hdr div:last-child,#onetrust-pc-sdk #ot-pc-lst .ot-vs-list .ot-vnd-item .ot-acc-hdr div:last-child,#onetrust-pc-sdk .ot-accordion-layout.ot-checkbox-consent .ot-acc-hdr div:last-child{margin-right:.5rem;margin-left:.5rem}#onetrust-pc-sdk .ot-vs-config .ot-acc-hdr .ot-always-active,#onetrust-pc-sdk ul.ot-subgrps .ot-acc-hdr .ot-always-active,#onetrust-pc-sdk .ot-subgrp-cntr ul.ot-subgrps .ot-acc-hdr .ot-always-active,#onetrust-pc-sdk .ot-vs-list .ot-vnd-item .ot-acc-hdr .ot-always-active,#onetrust-pc-sdk .ot-vnd-serv .ot-vnd-item .ot-acc-hdr .ot-always-active,#onetrust-pc-sdk #ot-pc-lst .ot-vs-list .ot-vnd-item .ot-acc-hdr .ot-always-active,#onetrust-pc-sdk .ot-accordion-layout.ot-checkbox-consent .ot-acc-hdr .ot-always-active{position:relative;right:unset;top:unset;transform:unset}#onetrust-pc-sdk .ot-vs-config .ot-acc-hdr .ot-plus-minus,#onetrust-pc-sdk ul.ot-subgrps .ot-acc-hdr .ot-plus-minus,#onetrust-pc-sdk .ot-subgrp-cntr ul.ot-subgrps .ot-acc-hdr .ot-plus-minus,#onetrust-pc-sdk .ot-vs-list .ot-vnd-item .ot-acc-hdr .ot-plus-minus,#onetrust-pc-sdk .ot-vnd-serv .ot-vnd-item .ot-acc-hdr .ot-plus-minus,#onetrust-pc-sdk #ot-pc-lst .ot-vs-list .ot-vnd-item .ot-acc-hdr .ot-plus-minus,#onetrust-pc-sdk .ot-accordion-layout.ot-checkbox-consent .ot-acc-hdr .ot-plus-minus{top:0}#onetrust-pc-sdk .ot-vs-config .ot-acc-hdr .ot-arw-cntr,#onetrust-pc-sdk ul.ot-subgrps .ot-acc-hdr .ot-arw-cntr,#onetrust-pc-sdk .ot-subgrp-cntr ul.ot-subgrps .ot-acc-hdr .ot-arw-cntr,#onetrust-pc-sdk .ot-vs-list .ot-vnd-item .ot-acc-hdr .ot-arw-cntr,#onetrust-pc-sdk .ot-vnd-serv .ot-vnd-item .ot-acc-hdr .ot-arw-cntr,#onetrust-pc-sdk #ot-pc-lst .ot-vs-list .ot-vnd-item .ot-acc-hdr .ot-arw-cntr,#onetrust-pc-sdk .ot-accordion-layout.ot-checkbox-consent .ot-acc-hdr .ot-arw-cntr{float:none;top:unset;right:unset;transform:unset;margin-top:-2px;position:relative}#onetrust-pc-sdk .ot-vs-config .ot-acc-hdr .ot-cat-header,#onetrust-pc-sdk ul.ot-subgrps .ot-acc-hdr .ot-cat-header,#onetrust-pc-sdk .ot-subgrp-cntr ul.ot-subgrps .ot-acc-hdr .ot-cat-header,#onetrust-pc-sdk .ot-vs-list .ot-vnd-item .ot-acc-hdr .ot-cat-header,#onetrust-pc-sdk .ot-vnd-serv .ot-vnd-item .ot-acc-hdr .ot-cat-header,#onetrust-pc-sdk #ot-pc-lst .ot-vs-list .ot-vnd-item .ot-acc-hdr .ot-cat-header,#onetrust-pc-sdk .ot-accordion-layout.ot-checkbox-consent .ot-acc-hdr .ot-cat-header{flex:1;margin:0 .5rem}#onetrust-pc-sdk .ot-vs-config .ot-acc-hdr .ot-tgl,#onetrust-pc-sdk ul.ot-subgrps .ot-acc-hdr .ot-tgl,#onetrust-pc-sdk .ot-subgrp-cntr ul.ot-subgrps .ot-acc-hdr .ot-tgl,#onetrust-pc-sdk .ot-vs-list .ot-vnd-item .ot-acc-hdr .ot-tgl,#onetrust-pc-sdk .ot-vnd-serv .ot-vnd-item .ot-acc-hdr .ot-tgl,#onetrust-pc-sdk #ot-pc-lst .ot-vs-list .ot-vnd-item .ot-acc-hdr .ot-tgl,#onetrust-pc-sdk .ot-accordion-layout.ot-checkbox-consent .ot-acc-hdr .ot-tgl{position:relative;transform:none;right:0;top:0;float:none}#onetrust-pc-sdk .ot-vs-config .ot-acc-hdr .ot-chkbox,#onetrust-pc-sdk ul.ot-subgrps .ot-acc-hdr .ot-chkbox,#onetrust-pc-sdk .ot-subgrp-cntr ul.ot-subgrps .ot-acc-hdr .ot-chkbox,#onetrust-pc-sdk .ot-vs-list .ot-vnd-item .ot-acc-hdr .ot-chkbox,#onetrust-pc-sdk .ot-vnd-serv .ot-vnd-item .ot-acc-hdr .ot-chkbox,#onetrust-pc-sdk #ot-pc-lst .ot-vs-list .ot-vnd-item .ot-acc-hdr .ot-chkbox,#onetrust-pc-sdk .ot-accordion-layout.ot-checkbox-consent .ot-acc-hdr .ot-chkbox{position:relative;margin:0 .5rem}#onetrust-pc-sdk .ot-vs-config .ot-acc-hdr .ot-chkbox label,#onetrust-pc-sdk ul.ot-subgrps .ot-acc-hdr .ot-chkbox label,#onetrust-pc-sdk .ot-subgrp-cntr ul.ot-subgrps .ot-acc-hdr .ot-chkbox label,#onetrust-pc-sdk .ot-vs-list .ot-vnd-item .ot-acc-hdr .ot-chkbox label,#onetrust-pc-sdk .ot-vnd-serv .ot-vnd-item .ot-acc-hdr .ot-chkbox label,#onetrust-pc-sdk #ot-pc-lst .ot-vs-list .ot-vnd-item .ot-acc-hdr .ot-chkbox label,#onetrust-pc-sdk .ot-accordion-layout.ot-checkbox-consent .ot-acc-hdr .ot-chkbox label{padding:0}#onetrust-pc-sdk .ot-vs-config .ot-acc-hdr .ot-chkbox label::before,#onetrust-pc-sdk ul.ot-subgrps .ot-acc-hdr .ot-chkbox label::before,#onetrust-pc-sdk .ot-subgrp-cntr ul.ot-subgrps .ot-acc-hdr .ot-chkbox label::before,#onetrust-pc-sdk .ot-vs-list .ot-vnd-item .ot-acc-hdr .ot-chkbox label::before,#onetrust-pc-sdk .ot-vnd-serv .ot-vnd-item .ot-acc-hdr .ot-chkbox label::before,#onetrust-pc-sdk #ot-pc-lst .ot-vs-list .ot-vnd-item .ot-acc-hdr .ot-chkbox label::before,#onetrust-pc-sdk .ot-accordion-layout.ot-checkbox-consent .ot-acc-hdr .ot-chkbox label::before{position:relative}#onetrust-pc-sdk .ot-vs-config .ot-acc-hdr .ot-chkbox input,#onetrust-pc-sdk ul.ot-subgrps .ot-acc-hdr .ot-chkbox input,#onetrust-pc-sdk .ot-subgrp-cntr ul.ot-subgrps .ot-acc-hdr .ot-chkbox input,#onetrust-pc-sdk .ot-vs-list .ot-vnd-item .ot-acc-hdr .ot-chkbox input,#onetrust-pc-sdk .ot-vnd-serv .ot-vnd-item .ot-acc-hdr .ot-chkbox input,#onetrust-pc-sdk #ot-pc-lst .ot-vs-list .ot-vnd-item .ot-acc-hdr .ot-chkbox input,#onetrust-pc-sdk .ot-accordion-layout.ot-checkbox-consent .ot-acc-hdr .ot-chkbox input{position:absolute;cursor:pointer;width:100%;height:100%;opacity:0;margin:0;top:0;left:0;z-index:1}#onetrust-pc-sdk .ot-subgrp-cntr ul.ot-subgrps li.ot-subgrp .ot-acc-hdr h5.ot-cat-header,#onetrust-pc-sdk .ot-subgrp-cntr ul.ot-subgrps li.ot-subgrp .ot-acc-hdr h4.ot-cat-header,#onetrust-pc-sdk .ot-subgrp-cntr ul.ot-subgrps li.ot-subgrp .ot-acc-hdr p[aria-level="5"].ot-cat-header,#onetrust-pc-sdk .ot-subgrp-cntr ul.ot-subgrps li.ot-subgrp .ot-acc-hdr p[aria-level="4"].ot-cat-header{margin:0}#onetrust-pc-sdk .ot-vs-config .ot-subgrp-cntr ul.ot-subgrps li.ot-subgrp h5,#onetrust-pc-sdk .ot-vs-config .ot-subgrp-cntr ul.ot-subgrps li.ot-subgrp p[aria-level="5"]{top:0;line-height:20px}#onetrust-pc-sdk .ot-vs-list{display:flex;flex-direction:column;padding:0;margin:.5rem 4px}#onetrust-pc-sdk .ot-vs-selc-all{display:flex;padding:0;float:unset;align-items:center;justify-content:flex-start}#onetrust-pc-sdk .ot-vs-selc-all.ot-toggle-conf{justify-content:flex-end}#onetrust-pc-sdk .ot-vs-selc-all.ot-toggle-conf.ot-caret-conf .ot-sel-all-chkbox{margin-right:48px}#onetrust-pc-sdk .ot-vs-selc-all.ot-toggle-conf .ot-sel-all-chkbox{margin:0;padding:0;margin-right:14px;justify-content:flex-end}#onetrust-pc-sdk .ot-vs-selc-all.ot-toggle-conf #ot-selall-vencntr.ot-chkbox,#onetrust-pc-sdk .ot-vs-selc-all.ot-toggle-conf #ot-selall-vencntr.ot-tgl{display:inline-block;right:unset;width:auto;height:auto;float:none}#onetrust-pc-sdk .ot-vs-selc-all.ot-toggle-conf #ot-selall-vencntr label{width:45px;height:25px}#onetrust-pc-sdk .ot-vs-selc-all .ot-sel-all-chkbox{margin-right:11px;margin-left:.75rem;display:flex;align-items:center}#onetrust-pc-sdk .ot-vs-selc-all .sel-all-hdr{margin:0 1.25rem;font-size:.812em;line-height:normal;text-align:center;word-break:break-word;word-wrap:break-word}#onetrust-pc-sdk .ot-vnd-list-cnt #ot-selall-vencntr.ot-chkbox{float:unset;right:0}#onetrust-pc-sdk[dir=rtl] #ot-back-arw,#onetrust-pc-sdk[dir=rtl] input~.ot-acc-hdr .ot-arw{transform:rotate(180deg);-o-transform:rotate(180deg);-ms-transform:rotate(180deg);-webkit-transform:rotate(180deg)}#onetrust-pc-sdk[dir=rtl] input:checked~.ot-acc-hdr .ot-arw{transform:rotate(270deg);-o-transform:rotate(270deg);-ms-transform:rotate(270deg);-webkit-transform:rotate(270deg)}#onetrust-pc-sdk[dir=rtl] .ot-chkbox label::after{transform:rotate(45deg);-webkit-transform:rotate(45deg);-o-transform:rotate(45deg);-ms-transform:rotate(45deg);border-left:0;border-right:3px solid}#onetrust-pc-sdk[dir=rtl] .ot-search-cntr>svg{right:0}@media only screen and (max-width: 600px){#onetrust-pc-sdk.otPcCenter{left:0;min-width:100%;height:100% !important;top:0;border-radius:0}#onetrust-pc-sdk #ot-pc-content.ot-button-order-container,#onetrust-pc-sdk.ot-ftr-stacked .ot-btn-container.ot-button-order-container{margin:0;width:100%;padding:.5em 1em;gap:.5rem;flex-wrap:nowrap;align-items:center;flex-direction:column;box-sizing:border-box;height:calc(100% - 30px);justify-content:space-around}#onetrust-pc-sdk #ot-pc-content.ot-button-order-container *[class*=ot-button-order-],#onetrust-pc-sdk.ot-ftr-stacked .ot-btn-container.ot-button-order-container *[class*=ot-button-order-]{margin:0 !important}#onetrust-pc-sdk .ot-btn-container button{max-width:none;letter-spacing:.01em}#onetrust-pc-sdk #close-pc-btn-handler{top:10px;right:17px}#onetrust-pc-sdk p{font-size:.7em}#onetrust-pc-sdk #ot-pc-hdr{margin:10px 10px 0 5px;width:calc(100% - 15px)}#onetrust-pc-sdk .vendor-search-handler{font-size:1em}#onetrust-pc-sdk #ot-back-arw{margin-left:12px}#onetrust-pc-sdk #ot-lst-cnt{margin:0;padding:0 5px 0 10px;min-width:95%}#onetrust-pc-sdk .switch+p{max-width:80%}#onetrust-pc-sdk .ot-ftr-stacked button{width:100%}#onetrust-pc-sdk #ot-fltr-cnt{max-width:320px;width:90%;border-top-right-radius:0;border-bottom-right-radius:0;margin:0;margin-left:15px;left:auto;right:40px;top:85px}#onetrust-pc-sdk .ot-fltr-opt{margin-left:25px;margin-bottom:10px}#onetrust-pc-sdk #ot-fltr-cnt{right:40px}}@media only screen and (max-width: 500px){#onetrust-pc-sdk .ot-fltr-cntr,#onetrust-pc-sdk #ot-fltr-cnt{right:10px}#onetrust-pc-sdk #ot-anchor{right:25px}#onetrust-pc-sdk button{width:100%}#onetrust-pc-sdk:not(.ot-addtl-vendors) #ot-pc-lst:not(.ot-enbl-chr) .ot-sel-all{padding-right:9px}#onetrust-pc-sdk:not(.ot-addtl-vendors) #ot-pc-lst:not(.ot-enbl-chr) .ot-tgl-cntr{right:0}#onetrust-pc-sdk .ot-btn-container.ot-button-order-container .ot-pc-refuse-all-handler,#onetrust-pc-sdk .ot-btn-container.ot-button-order-container .save-preference-btn-handler,#onetrust-pc-sdk .ot-btn-container.ot-button-order-container #accept-recommended-btn-handler{width:100%}}@media(min-width: 768px){#onetrust-pc-sdk.ot-tgl-with-label .ot-label-status{display:inline}#onetrust-pc-sdk.ot-tgl-with-label #ot-pc-lst .ot-label-status{display:none}}@media only screen and (max-width: 896px)and (max-height: 425px)and (orientation: landscape){#onetrust-pc-sdk.otPcCenter{left:0;top:0;min-width:100%;height:100%;border-radius:0}#onetrust-pc-sdk .ot-pc-header{height:auto;min-height:20px}#onetrust-pc-sdk .ot-pc-header .ot-pc-logo{max-height:30px}#onetrust-pc-sdk .ot-pc-footer{max-height:90px;height:100% !important}#onetrust-pc-sdk .ot-pc-footer .ot-btn-container{overflow-y:auto;overflow-x:hidden;max-height:calc(100% - 30px)}#onetrust-pc-sdk #ot-pc-content,#onetrust-pc-sdk #ot-pc-lst{bottom:100px}#onetrust-pc-sdk.ot-ftr-stacked #ot-pc-content,#onetrust-pc-sdk.ot-ftr-stacked #ot-pc-lst{bottom:100px}#onetrust-pc-sdk #ot-anchor{left:initial;right:50px}#onetrust-pc-sdk #ot-lst-title{margin-top:12px}#onetrust-pc-sdk #ot-lst-title *{font-size:inherit}#onetrust-pc-sdk #ot-pc-hdr input{margin-right:0;padding-right:45px}#onetrust-pc-sdk .switch+p{max-width:85%}#onetrust-pc-sdk #ot-sel-blk{position:static}#onetrust-pc-sdk #ot-pc-lst{overflow:auto}#onetrust-pc-sdk #ot-lst-cnt{max-height:none;overflow:initial}#onetrust-pc-sdk #ot-lst-cnt.no-results{height:auto}#onetrust-pc-sdk input{font-size:1em !important}#onetrust-pc-sdk p{font-size:.6em}#onetrust-pc-sdk #ot-fltr-modal{width:100%;top:0}#onetrust-pc-sdk ul li p,#onetrust-pc-sdk .category-vendors-list-handler,#onetrust-pc-sdk .category-vendors-list-handler+a,#onetrust-pc-sdk .category-host-list-handler{font-size:.6em}#onetrust-pc-sdk.ot-shw-fltr #ot-anchor{display:none !important}#onetrust-pc-sdk.ot-shw-fltr #ot-pc-lst{height:100% !important;overflow:hidden;top:0px}#onetrust-pc-sdk.ot-shw-fltr #ot-fltr-cnt{margin:0;height:100%;max-height:none;padding:10px;top:0;width:calc(100% - 20px);position:absolute;right:0;left:0;max-width:none}#onetrust-pc-sdk.ot-shw-fltr .ot-fltr-scrlcnt{max-height:calc(100% - 65px)}}
#onetrust-consent-sdk #onetrust-pc-sdk,
#onetrust-consent-sdk #ot-search-cntr,
#onetrust-consent-sdk #onetrust-pc-sdk .ot-switch.ot-toggle,
#onetrust-consent-sdk #onetrust-pc-sdk ot-grp-hdr1 .checkbox,
#onetrust-consent-sdk #onetrust-pc-sdk #ot-pc-title:after
,#onetrust-consent-sdk #onetrust-pc-sdk #ot-sel-blk,
#onetrust-consent-sdk #onetrust-pc-sdk #ot-fltr-cnt,
#onetrust-consent-sdk #onetrust-pc-sdk #ot-anchor {
background-color: #FFFFFF;
}
#onetrust-consent-sdk #onetrust-pc-sdk h3,
#onetrust-consent-sdk #onetrust-pc-sdk h4,
#onetrust-consent-sdk #onetrust-pc-sdk h5,
#onetrust-consent-sdk #onetrust-pc-sdk h6,
#onetrust-consent-sdk #onetrust-pc-sdk p,
#onetrust-consent-sdk #onetrust-pc-sdk #ot-ven-lst .ot-ven-opts p,
#onetrust-consent-sdk #onetrust-pc-sdk #ot-pc-desc,
#onetrust-consent-sdk #onetrust-pc-sdk #ot-pc-title,
#onetrust-consent-sdk #onetrust-pc-sdk #ot-pc-title-mobile,
#onetrust-consent-sdk #onetrust-pc-sdk .ot-li-title,
#onetrust-consent-sdk #onetrust-pc-sdk .ot-sel-all-hdr span,
#onetrust-consent-sdk #onetrust-pc-sdk #ot-host-lst .ot-host-info,
#onetrust-consent-sdk #onetrust-pc-sdk #ot-fltr-modal #modal-header,
#onetrust-consent-sdk #onetrust-pc-sdk .ot-checkbox label span,
#onetrust-consent-sdk #onetrust-pc-sdk #ot-pc-lst #ot-sel-blk p,
#onetrust-consent-sdk #onetrust-pc-sdk #ot-pc-lst #ot-lst-title h3,
#onetrust-consent-sdk #onetrust-pc-sdk #ot-pc-lst #ot-lst-title p[aria-level="3"],
#onetrust-consent-sdk #onetrust-pc-sdk #ot-pc-lst .back-btn-handler p,
#onetrust-consent-sdk #onetrust-pc-sdk #ot-pc-lst .ot-ven-name,
#onetrust-consent-sdk #onetrust-pc-sdk #ot-pc-lst #ot-ven-lst .consent-category,
#onetrust-consent-sdk #onetrust-pc-sdk .ot-leg-btn-container .ot-inactive-leg-btn,
#onetrust-consent-sdk #onetrust-pc-sdk .ot-label-status,
#onetrust-consent-sdk #onetrust-pc-sdk .ot-chkbox label span,
#onetrust-consent-sdk #onetrust-pc-sdk #clear-filters-handler,
#onetrust-consent-sdk #onetrust-pc-sdk .ot-optout-signal
{
color: #696969;
}
#onetrust-consent-sdk #onetrust-pc-sdk .privacy-notice-link,
#onetrust-consent-sdk #onetrust-pc-sdk .ot-pgph-link,
#onetrust-consent-sdk #onetrust-pc-sdk .category-vendors-list-handler,
#onetrust-consent-sdk #onetrust-pc-sdk .category-vendors-list-handler + a,
#onetrust-consent-sdk #onetrust-pc-sdk .category-host-list-handler,
#onetrust-consent-sdk #onetrust-pc-sdk .ot-ven-link,
#onetrust-consent-sdk #onetrust-pc-sdk .ot-ven-legclaim-link,
#onetrust-consent-sdk #onetrust-pc-sdk #ot-host-lst .ot-host-name a,
#onetrust-consent-sdk #onetrust-pc-sdk #ot-host-lst .ot-acc-hdr .ot-host-expand,
#onetrust-consent-sdk #onetrust-pc-sdk #ot-host-lst .ot-host-info a,
#onetrust-consent-sdk #onetrust-pc-sdk #ot-pc-content #ot-pc-desc .ot-link-btn,
#onetrust-consent-sdk #onetrust-pc-sdk .ot-vnd-serv .ot-vnd-item .ot-vnd-info a,
#onetrust-consent-sdk #onetrust-pc-sdk #ot-lst-cnt .ot-vnd-info a,
#onetrust-consent-sdk #onetrust-pc-sdk #ot-pc-desc a
{
color: #696969;
}
#onetrust-consent-sdk #onetrust-pc-sdk .category-vendors-list-handler:hover { text-decoration: underline;}
#onetrust-consent-sdk #onetrust-pc-sdk .ot-acc-grpcntr.ot-acc-txt,
#onetrust-consent-sdk #onetrust-pc-sdk .ot-acc-txt .ot-subgrp-tgl .ot-switch.ot-toggle
{
background-color: #F8F8F8;
}
#onetrust-consent-sdk #onetrust-pc-sdk #ot-host-lst .ot-host-info,
#onetrust-consent-sdk #onetrust-pc-sdk .ot-acc-txt .ot-ven-dets
{
background-color: #F8F8F8;
}
#onetrust-consent-sdk #onetrust-pc-sdk
button:not(#clear-filters-handler):not(.ot-close-icon):not(#filter-btn-handler):not(.ot-remove-objection-handler):not(.ot-obj-leg-btn-handler):not([aria-expanded]):not(.ot-link-btn),
#onetrust-consent-sdk #onetrust-pc-sdk .ot-leg-btn-container .ot-active-leg-btn {
background-color: #ee2fee;border-color: #ee2fee;
color: #FFFFFF;
}
#onetrust-consent-sdk #onetrust-pc-sdk .ot-active-menu {
border-color: #ee2fee;
}
#onetrust-consent-sdk #onetrust-pc-sdk .ot-leg-btn-container .ot-remove-objection-handler{
background-color: transparent;
border: 1px solid transparent;
}
#onetrust-consent-sdk #onetrust-pc-sdk .ot-leg-btn-container .ot-inactive-leg-btn {
background-color: #FFFFFF;
color: #4D4D4D; border-color: #4D4D4D;
}#onetrust-consent-sdk #onetrust-pc-sdk .ot-tgl input:checked+.ot-switch .ot-switch-nob {
background-color: #468254;
}
#onetrust-consent-sdk #onetrust-pc-sdk .ot-switch-nob {
background-color: #767676;
}
#onetrust-consent-sdk #onetrust-pc-sdk .ot-tgl input:focus + .ot-switch, .ot-switch .ot-switch-nob, .ot-switch .ot-switch-nob:before,
#onetrust-pc-sdk .ot-checkbox input[type="checkbox"]:focus + label::before,
#onetrust-pc-sdk .ot-chkbox input[type="checkbox"]:focus + label::before {
outline-color: #000000;
outline-width: 1px;
outline-offset: 1px;
}
#onetrust-pc-sdk .ot-host-item > button:focus, #onetrust-pc-sdk .ot-ven-item > button:focus {
border: 1px solid #000000;
}
#onetrust-consent-sdk #onetrust-pc-sdk *:focus,
#onetrust-consent-sdk #onetrust-pc-sdk .ot-vlst-cntr > a:focus {
outline: 1px solid #000000;
outline-offset: 1px;
}#onetrust-pc-sdk .ot-pc-footer-logo a{
display: none !important;
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table{border-collapse:inherit}#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy{font-family:inherit;font-size:1rem}#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy h3,#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy h4,#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy h6,#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy p,#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy li,#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy a,#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy th,#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy #cookie-policy-description,#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy .ot-sdk-cookie-policy-group,#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy #cookie-policy-title{color:dimgray}#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy #cookie-policy-description{margin-bottom:1em}#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy .ot-sdk-subgroup{margin-left:1.5em}#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy #cookie-policy-description,#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy .ot-sdk-cookie-policy-group-desc,#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy .ot-table-header,#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy a,#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy span,#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy td{font-size:.9em}#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy td span,#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy td a{font-size:inherit}#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy .ot-sdk-cookie-policy-group{font-size:1em;margin-bottom:.6em}#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy .ot-sdk-cookie-policy-title{margin-bottom:1.2em}#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy>section{margin-bottom:1em}#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy th{min-width:75px}#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy a,#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy a:hover{background:#fff}#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy thead{background-color:#f6f6f4;font-weight:bold}#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy .ot-mobile-border{display:none}#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy section{margin-bottom:2em}#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy .ot-sdk-subgroup ul li{list-style:disc;margin-left:1.5em}#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy .ot-sdk-subgroup ul li h4{display:inline-block}#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy table{border-collapse:inherit;margin:auto;border:1px solid #d7d7d7;border-radius:5px;border-spacing:initial;width:100%;overflow:hidden}#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy table th,#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy table td{border-bottom:1px solid #d7d7d7;border-right:1px solid #d7d7d7}#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy table tr:last-child td{border-bottom:0px}#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy table tr th:last-child,#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy table tr td:last-child{border-right:0px}#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy table .ot-host,#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy table .ot-cookies-type{width:25%}.ot-sdk-cookie-policy[dir=rtl]{text-align:left}#ot-sdk-cookie-policy h3{font-size:1.5em}@media only screen and (max-width: 530px){.ot-sdk-cookie-policy:not(#ot-sdk-cookie-policy-v2) table,.ot-sdk-cookie-policy:not(#ot-sdk-cookie-policy-v2) thead,.ot-sdk-cookie-policy:not(#ot-sdk-cookie-policy-v2) tbody,.ot-sdk-cookie-policy:not(#ot-sdk-cookie-policy-v2) th,.ot-sdk-cookie-policy:not(#ot-sdk-cookie-policy-v2) td,.ot-sdk-cookie-policy:not(#ot-sdk-cookie-policy-v2) tr{display:block}.ot-sdk-cookie-policy:not(#ot-sdk-cookie-policy-v2) thead tr{position:absolute;top:-9999px;left:-9999px}.ot-sdk-cookie-policy:not(#ot-sdk-cookie-policy-v2) tr{margin:0 0 1em 0}.ot-sdk-cookie-policy:not(#ot-sdk-cookie-policy-v2) tr:nth-child(odd),.ot-sdk-cookie-policy:not(#ot-sdk-cookie-policy-v2) tr:nth-child(odd) a{background:#f6f6f4}.ot-sdk-cookie-policy:not(#ot-sdk-cookie-policy-v2) td{border:none;border-bottom:1px solid #eee;position:relative;padding-left:50%}.ot-sdk-cookie-policy:not(#ot-sdk-cookie-policy-v2) td:before{position:absolute;height:100%;left:6px;width:40%;padding-right:10px}.ot-sdk-cookie-policy:not(#ot-sdk-cookie-policy-v2) .ot-mobile-border{display:inline-block;background-color:#e4e4e4;position:absolute;height:100%;top:0;left:45%;width:2px}.ot-sdk-cookie-policy:not(#ot-sdk-cookie-policy-v2) td:before{content:attr(data-label);font-weight:bold}.ot-sdk-cookie-policy:not(#ot-sdk-cookie-policy-v2) li{word-break:break-word;word-wrap:break-word}#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy table{overflow:hidden}#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy table td{border:none;border-bottom:1px solid #d7d7d7}#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy table,#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy thead,#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy tbody,#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy th,#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy td,#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy tr{display:block}#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy table .ot-host,#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy table .ot-cookies-type{width:auto}#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy tr{margin:0 0 1em 0}#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy td:before{height:100%;width:40%;padding-right:10px}#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy td:before{content:attr(data-label);font-weight:bold}#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy li{word-break:break-word;word-wrap:break-word}#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy thead tr{position:absolute;top:-9999px;left:-9999px;z-index:-9999}#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy table tr:last-child td{border-bottom:1px solid #d7d7d7;border-right:0px}#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy table tr:last-child td:last-child{border-bottom:0px}}
#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy h5,
#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy h6,
#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy li,
#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy p,
#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy a,
#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy span,
#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy td,
#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy #cookie-policy-description {
color: #696969;
}
#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy th {
color: #696969;
}
#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy .ot-sdk-cookie-policy-group {
color: #696969;
}
#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy #cookie-policy-title {
color: #696969;
}
#ot-sdk-cookie-policy-v2.ot-sdk-cookie-policy table th {
background-color: #F8F8F8;
}
.ot-floating-button__front{background-image:url('https://cdn.cookielaw.org/logos/static/ot_persistent_cookie.png')}#ot-sdk-btn-floating.ot-floating-button{position:fixed;bottom:10px;opacity:0;width:50px;height:50px;line-height:15px;cursor:pointer;background-color:rgba(0,0,0,0);transition:all 300ms ease;z-index:2147483646;animation:otFloatingBtnIntro 800ms ease 0ms 1 forwards}#ot-sdk-btn-floating.ot-floating-button.ot-hide{display:none}#ot-sdk-btn-floating.ot-floating-button::before,#ot-sdk-btn-floating.ot-floating-button::after{text-transform:none;line-height:1;user-select:none;pointer-events:none;position:absolute;transform:scale(0);opacity:0;transition:all 300ms ease;display:block;height:auto}#ot-sdk-btn-floating.ot-floating-button::before{content:"";border:5px solid rgba(0,0,0,0);z-index:1001;top:50%;border-left-width:0;border-right-color:#333;right:calc(0em - 5px);transform:translate(10px, -50%)}#ot-sdk-btn-floating.ot-floating-button::after{content:attr(data-title);position:absolute;text-align:center;top:50%;left:calc(100% + 5px);transform:translate(10px, -50%);font-size:.75rem;min-width:3em;max-width:21em;white-space:nowrap;overflow:hidden;text-overflow:ellipsis;padding:5px;border-radius:.3ch;box-shadow:0 1em 2em -0.5em rgba(0,0,0,.35);background:#333;color:#fff;z-index:2147483645}#ot-sdk-btn-floating.ot-floating-button:hover::before,#ot-sdk-btn-floating.ot-floating-button:hover::after{opacity:1}#ot-sdk-btn-floating.ot-floating-button:hover::before{transform:translate(0.5em, -50%) scale(1)}#ot-sdk-btn-floating.ot-floating-button:hover::after{transform:translate(0.5em, -50%) scale(1)}#ot-sdk-btn-floating.ot-floating-button.ot-pc-open .ot-floating-button__front{transform:rotateY(-180deg)}#ot-sdk-btn-floating.ot-floating-button.ot-pc-open .ot-floating-button__back{transform:rotateY(0)}#ot-sdk-btn-floating .ot-floating-button__front,#ot-sdk-btn-floating 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--bprogress-spinner-right: 15px;
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height: 0;
pointer-events: none;
z-index: var(--bprogress-z-index);
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z-index: var(--bprogress-z-index);
top: 0;
left: 0;
width: 100%;
height: var(--bprogress-height);
}
/* Fancy blur effect */
.bprogress .peg {
display: block;
position: absolute;
right: 0;
width: 100px;
height: 100%;
box-shadow: var(--bprogress-box-shadow);
opacity: 1.0;
transform: rotate(3deg) translate(0px, -4px);
}
/* Remove these to get rid of the spinner */
.bprogress .spinner {
display: block;
position: fixed;
z-index: var(--bprogress-z-index);
top: var(--bprogress-spinner-top);
bottom: var(--bprogress-spinner-bottom);
right: var(--bprogress-spinner-right);
left: var(--bprogress-spinner-left);
}
.bprogress .spinner-icon {
width: var(--bprogress-spinner-size);
height: var(--bprogress-spinner-size);
box-sizing: border-box;
border: solid var(--bprogress-spinner-border-size) transparent;
border-top-color: var(--bprogress-color);
border-left-color: var(--bprogress-color);
border-radius: 50%;
-webkit-animation: bprogress-spinner var(--bprogress-spinner-animation-duration) linear infinite;
animation: bprogress-spinner var(--bprogress-spinner-animation-duration) linear infinite;
}
.bprogress-custom-parent {
overflow: hidden;
position: relative;
}
.bprogress-custom-parent .bprogress .spinner,
.bprogress-custom-parent .bprogress .bar {
position: absolute;
}
.bprogress .indeterminate {
position: fixed;
top: 0;
left: 0;
width: 100%;
height: var(--bprogress-height);
overflow: hidden;
}
.bprogress .indeterminate .inc,
.bprogress .indeterminate .dec {
position: absolute;
top: 0;
height: 100%;
background-color: var(--bprogress-color);
}
.bprogress .indeterminate .inc {
animation: bprogress-indeterminate-increase 2s infinite;
}
.bprogress .indeterminate .dec {
animation: bprogress-indeterminate-decrease 2s 0.5s infinite;
}
@-webkit-keyframes bprogress-spinner {
0% { -webkit-transform: rotate(0deg); transform: rotate(0deg); }
100% { -webkit-transform: rotate(360deg); transform: rotate(360deg); }
}
@keyframes bprogress-spinner {
0% { transform: rotate(0deg); }
100% { transform: rotate(360deg); }
}
@keyframes bprogress-indeterminate-increase {
from { left: -5%; width: 5%; }
to { left: 130%; width: 100%; }
}
@keyframes bprogress-indeterminate-decrease {
from { left: -80%; width: 80%; }
to { left: 110%; width: 10%; }
}
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Here’s how we scaled to 96% adoption at Make. ","image":{"@type":"ImageObject","url":"https://images.ctfassets.net/un655fb9wln6/3HOA84hyFSsFRaBIQCCFFo/892f406cf72507f505cc2c6b5730f093/47641_1024.jpg","width":1024,"height":576},"publisher":{"@type":"Organization","name":"Make","logo":{"@type":"ImageObject","url":"https://www.make.com/en/logos/make-logo-march-2026.png"}},"datePublished":"2026-08-06","description":"An AI adoption rate case study: how Make scaled internal AI adoption from 8% to 96% with a three-layer ownership structure and no bigger budget.","contactPoint":{"@type":"ContactPoint","url":"https://www.make.com/en/contact-us","contactType":"Customer Support"},"author":{"@type":"Person","name":"Sara Maldon"},"mainEntityOfPage":{"@type":"WebPage","@id":"https://make.com/en/blog/how-we-scaled-ai-adoption-at-make"}}</script><section class="Section-module-scss-module__sX6ybW__Section Section-module-scss-module__sX6ybW__powder-solid powder-solid Section-module-scss-module__sX6ybW__Section___dynamicHeight" data-testid="contentGrid"><div class="container fire-animation ContentGrid-module-scss-module__qXVcyq__ContentGrid_grid ContentGrid-module-scss-module__qXVcyq__ContentGrid_gridCol___2 ContentGrid-module-scss-module__qXVcyq__ContentGrid_gridGap___extra-large AnimatedSectionWrapper-module-scss-module__4Dy2TG__scroll"><div data-testid="contentGridItem" class="ContentGrid-module-scss-module__qXVcyq__ContentGrid_item"><section class="Section-module-scss-module__sX6ybW__Section Section-module-scss-module__sX6ybW__powder-solid powder-solid Section-module-scss-module__sX6ybW__Section___dynamicHeight" data-testid="contentBlock"><div class=""><p class="body-large DeprecatedContentBlock-module-scss-module__P17T6W__ContentBlock_supertitle Alignment-module-scss-module__CdTCxq__Alignment___left Alignment-module-scss-module__CdTCxq__Alignment___hero">Aug 6, 2026 | 7 minutes</p><h1 class="DeprecatedContentBlock-module-scss-module__P17T6W__ContentBlock_title DeprecatedContentBlock-module-scss-module__P17T6W__ContentBlock_title___hero Alignment-module-scss-module__CdTCxq__Alignment___left Alignment-module-scss-module__CdTCxq__Alignment___hero"><span>Most businesses run internal AI programs, few see real impact. Here’s how we scaled to 96% adoption at Make.</span></h1><div class="body-large DeprecatedContentBlock-module-scss-module__P17T6W__ContentBlock_description Alignment-module-scss-module__CdTCxq__Alignment___left Alignment-module-scss-module__CdTCxq__Alignment___hero"><p>Most companies plateau at 16% AI adoption. Here's the internal AI adoption strategy that took Make from 8% to 96%, and the three-layer structure behind it.</p></div></div></section></div><div data-testid="contentGridItem" class="ContentGrid-module-scss-module__qXVcyq__ContentGrid_item"><img alt="AIT_Sara_TL" loading="lazy" width="1024" height="576" decoding="async" data-nimg="1" style="color:transparent" sizes="(max-width: 1024px) 100vw, 50vw" srcset="/_next/image?url=https%3A%2F%2Fimages.ctfassets.net%2Fun655fb9wln6%2F3HOA84hyFSsFRaBIQCCFFo%2F892f406cf72507f505cc2c6b5730f093%2F47641_1024.jpg&w=384&q=75 384w, /_next/image?url=https%3A%2F%2Fimages.ctfassets.net%2Fun655fb9wln6%2F3HOA84hyFSsFRaBIQCCFFo%2F892f406cf72507f505cc2c6b5730f093%2F47641_1024.jpg&w=640&q=75 640w, /_next/image?url=https%3A%2F%2Fimages.ctfassets.net%2Fun655fb9wln6%2F3HOA84hyFSsFRaBIQCCFFo%2F892f406cf72507f505cc2c6b5730f093%2F47641_1024.jpg&w=750&q=75 750w, /_next/image?url=https%3A%2F%2Fimages.ctfassets.net%2Fun655fb9wln6%2F3HOA84hyFSsFRaBIQCCFFo%2F892f406cf72507f505cc2c6b5730f093%2F47641_1024.jpg&w=828&q=75 828w, /_next/image?url=https%3A%2F%2Fimages.ctfassets.net%2Fun655fb9wln6%2F3HOA84hyFSsFRaBIQCCFFo%2F892f406cf72507f505cc2c6b5730f093%2F47641_1024.jpg&w=1080&q=75 1080w, /_next/image?url=https%3A%2F%2Fimages.ctfassets.net%2Fun655fb9wln6%2F3HOA84hyFSsFRaBIQCCFFo%2F892f406cf72507f505cc2c6b5730f093%2F47641_1024.jpg&w=1200&q=75 1200w, /_next/image?url=https%3A%2F%2Fimages.ctfassets.net%2Fun655fb9wln6%2F3HOA84hyFSsFRaBIQCCFFo%2F892f406cf72507f505cc2c6b5730f093%2F47641_1024.jpg&w=1920&q=75 1920w, /_next/image?url=https%3A%2F%2Fimages.ctfassets.net%2Fun655fb9wln6%2F3HOA84hyFSsFRaBIQCCFFo%2F892f406cf72507f505cc2c6b5730f093%2F47641_1024.jpg&w=2048&q=75 2048w, /_next/image?url=https%3A%2F%2Fimages.ctfassets.net%2Fun655fb9wln6%2F3HOA84hyFSsFRaBIQCCFFo%2F892f406cf72507f505cc2c6b5730f093%2F47641_1024.jpg&w=3840&q=75 3840w" src="/_next/image?url=https%3A%2F%2Fimages.ctfassets.net%2Fun655fb9wln6%2F3HOA84hyFSsFRaBIQCCFFo%2F892f406cf72507f505cc2c6b5730f093%2F47641_1024.jpg&w=3840&q=75"></div></div></section><section class="Section-module-scss-module__sX6ybW__Section Section-module-scss-module__sX6ybW__white-solid white-solid" data-cy="content"><div class="container BlogContent-module-scss-module__7Ljz8a__bodyContentContainer"><div class="BlogContent-module-scss-module__7Ljz8a__bodyContent"><p>Most businesses can measure their AI adoption.</p><p><b>Despite this, few of them really transform how business works. </b></p><p>I understand why this happens. They are still very early on their AI transformation journey, and most follow some version of the same playbook. </p><p>They buy an AI tool they have been researching for months and spread it internally.</p><p>They measure how many employees are using the tool in a certain period of time. </p><p>The adoption numbers keep growing. Everything seems right.</p><p><b>But then, the growth stops.</b></p><p>And while a stable number of people still use AI on a daily basis, there is no visible impact on a business level. They ask themselves: what’s missing?</p><p>Maybe people just need a better tool.</p><p>Maybe the company needs more employees with technical education.</p><p>Maybe the AI should replace those who didn’t adapt to it.</p><p><b>I’m here to tell you: none of this is what moves the needle. </b></p><p>When I started as a Head of Business Automation & AI at Make, all we knew was that AI is important for us. </p><p><b>Today, the internal AI adoption ramped up from 8% to 96% of 350+ people automating. While I’m proud of this number, it hides the real story of our success. </b></p><p>Here’s how we got there.</p><h2><b>Why AI adoption always falls flat at the same point</b></h2><p>Businesses get stuck at a certain level of internal AI adoption because only a small group of people moves proactively.</p><p>That's expected: it's what Everett Rogers proved in his<a href="https://www.ou.edu/deptcomm/dodjcc/groups/99A2/theories.htm"> </a>. </p><div class="image-embed" style="display:flex;align-items:center;justify-content:center"><img alt="Sara TL " loading="lazy" width="2400" height="1254" decoding="async" data-nimg="1" style="color:transparent;max-width:100%;height:auto" srcset="/_next/image?url=https%3A%2F%2Fimages.ctfassets.net%2Fun655fb9wln6%2FKDmMz8R1eBB6VjGb5h7Hv%2Fecf9014c41239eeab11c688f41e3dbdf%2FAdoption_Curve-selection.png&w=3840&q=75 1x" src="/_next/image?url=https%3A%2F%2Fimages.ctfassets.net%2Fun655fb9wln6%2FKDmMz8R1eBB6VjGb5h7Hv%2Fecf9014c41239eeab11c688f41e3dbdf%2FAdoption_Curve-selection.png&w=3840&q=75"></div><p>
Around 2.5% of the population are natural innovators. When you introduce them to a change, chances are high that they already thought about it and started experimenting on their own. </p><p>Then, there are early adopters: people naturally keen on the change. They may not always seek the tools proactively, but you don’t have to convince them to start adopting. You give them information, access to the tooling, and they will learn and use them by themselves. </p><p>These two groups are your AI automation champions and power users.</p><p><b>The problem: they only make up around 16% of the population.</b></p><p>The rest, the mass adopters, is where the adoption numbers stop growing organically. This is the ceiling that companies usually hit within their AI adoption strategy. </p><p><b>What matters is getting past the 16% ceiling.</b></p><div class="image-embed" style="display:flex;align-items:center;justify-content:center"><img alt="TL Sara & ovce" loading="lazy" width="1024" height="529" decoding="async" data-nimg="1" style="color:transparent;max-width:100%;height:auto" srcset="/_next/image?url=https%3A%2F%2Fimages.ctfassets.net%2Fun655fb9wln6%2F77kxAwJoVfIHel7WdWyDie%2F96b1e71312070b2ce3d850923b42841b%2Fe3b74cee-6a3e-4ed3-9894-10cc69a6f29b.jpeg&w=1080&q=75 1x, /_next/image?url=https%3A%2F%2Fimages.ctfassets.net%2Fun655fb9wln6%2F77kxAwJoVfIHel7WdWyDie%2F96b1e71312070b2ce3d850923b42841b%2Fe3b74cee-6a3e-4ed3-9894-10cc69a6f29b.jpeg&w=2048&q=75 2x" src="/_next/image?url=https%3A%2F%2Fimages.ctfassets.net%2Fun655fb9wln6%2F77kxAwJoVfIHel7WdWyDie%2F96b1e71312070b2ce3d850923b42841b%2Fe3b74cee-6a3e-4ed3-9894-10cc69a6f29b.jpeg&w=2048&q=75"></div><h3><b>So, what actually moves your mass adopters?</b></h3><p>Two solutions usually surface: giving them time and incentives. But time is a rare commodity. Incentives are fun, but usually work at scale with big budgets and resources. </p><p><b>We took an unpopular step: Make AI adoption mandatory. </b></p><p>We made it part of individual performance expectations. Every employee needs to show initiative on a quarterly basis. Yet, we were very careful not to make it feel like a ‘one size fits all’. Everyone could (and still can) choose their own approach based on the stage where they are.</p><p><b>It worked tremendously. </b></p><p>From a survey I conducted with employees, 88% of employees were grateful for the nudge to get out of their comfort zone, doing something they normally wouldn’t. </p><p>This shows that “mandatory” doesn’t have to come across as authoritarian. When done right, the initial push grows into an environment where people lean in not because they have to, but because they are expected to experiment, and see an actual impact on their work.</p><h2><b>The hamburger mandate: A three-layer adoption setup that removes siloes</b></h2><p>Making adoption mandatory got people building. </p><p>But it didn't answer two crucial questions many businesses skip: </p><ul><li><p>Who decides how you scale AI adoption internally once motivation is no longer the bottleneck? </p></li><li><p>And who's accountable for building for impact?</p></li></ul><p>Both come down to where ownership sits. </p><p>Many companies set AI transformation as a company-wide goal, but if ownership for it reaches only one layer of the business, that goal means nothing.</p><p>I learned that firsthand, because for a while, I was that one layer. </p><p>I started my role at Make with no team, about half of one person’s time in support, and nobody reporting to me. </p><p>But sitting that close to the ground floor had its upside. </p><p>It brought me close to those who are building products, speaking to customers, running the processes AI was supposed to improve. It helped me understand where AI could help, and built strong employee support from the bottom up.</p><p>That's when I started thinking of AI accountability as a hamburger: three layers, each with its own job.</p><ul><li><p><b>The top bun: </b>leadership – the CEO, C-suite, and senior leaders providing sponsorship, resources, and access to decisions.</p></li><li><p><b>The bottom bun:</b> ICs, closest to the daily work, who spot the use cases that actually matter.</p></li><li><p><b>The middle: </b>departmental<b> </b>managers who decide what gets time and capacity, and whether an experiment scales into a use case that gets adopted. This is what gives the whole thing its flavor.</p></li></ul><div class="image-embed" style="display:flex;align-items:center;justify-content:center"><img alt="TL Sara burger" loading="lazy" width="2400" height="1254" decoding="async" data-nimg="1" style="color:transparent;max-width:100%;height:auto" srcset="/_next/image?url=https%3A%2F%2Fimages.ctfassets.net%2Fun655fb9wln6%2F44S4Y6rEWcTbbKnaKfSTF8%2Fe8e56e0a0bada9b510a65ff92db71068%2FHierarchy_Burger-selection.png&w=3840&q=75 1x" src="/_next/image?url=https%3A%2F%2Fimages.ctfassets.net%2Fun655fb9wln6%2F44S4Y6rEWcTbbKnaKfSTF8%2Fe8e56e0a0bada9b510a65ff92db71068%2FHierarchy_Burger-selection.png&w=3840&q=75"></div><p><b>So with these insights in hand, what’re the three critical steps that got us past the 16%?</b></p><h2><b>Three-step strategy that grew Make’s AI adoption to 96%</b></h2><h3><b>Step I: Finding the right AI transformation lead</b></h3><p>Many times, companies deploy two distinct roles: a change manager with strong soft skills and a technical AI specialist with exceptional hard skills.</p><p>I function as two roles in one. In my role as the Head of Business Automation & AI, I was hired to lead our AI implementation. But also to train people and manage change. A mix between AI generalist with technical expertise, business acumen and change management skills.</p><p>Whichever system you choose is up to what works for you, but think very carefully about <i>who</i> you’ll choose as a face of the change. You need someone who is:</p><ul><li><p><b>A recognizable face behind the movement: </b>when someone says AI transformation, this person should pop up in people’s minds. </p></li><li><p><b>A relatable leader: </b>someone with enough experience to be trustworthy but also enough people skills to be trusted</p></li><li><p><b>An approachable person: </b>the lead shouldn’t sit in an ivory tower. They need to observe the field, ask questions, and offer help.</p></li></ul><p><b>Why does this help you move past the 16% ceiling? </b>The mass adopters are more keen on joining the movement when it has a recognisable, relatable, and approachable face behind it. </p><h3><b>Step 2: Inserting AI automation leads to each department</b></h3><p>In February 2025, we knew we were serious about making AI <i>the</i> priority across the entire company.</p><p><b>There was another key decision to make:</b> will we run the AI transformation project in a centralized way, so as a one “center of excellence” for all teams, or do we decentralize?</p><p>I decided for the latter. Make departments the direct owners of their transformation efforts.</p><p>I came up with a quite unique concept of full-time AI automation champions.</p><p>Internally at Make, we call them Samurai. </p><p>These champions are inserted directly into specific departments to help them build automations for their needs. </p><p><b>Here’s where they sit within our organizational structure:</b></p><div class="image-embed" style="display:flex;align-items:center;justify-content:center"><img alt="AIT_Sara_Org structure" loading="lazy" width="1180" height="980" decoding="async" data-nimg="1" style="color:transparent;max-width:100%;height:auto" srcset="/_next/image?url=https%3A%2F%2Fimages.ctfassets.net%2Fun655fb9wln6%2F75FDV2sziyx3UG6ogQosu2%2Feb260844ef62cbdc700305794d410cac%2Fceo-org-chart.png&w=1200&q=75 1x, /_next/image?url=https%3A%2F%2Fimages.ctfassets.net%2Fun655fb9wln6%2F75FDV2sziyx3UG6ogQosu2%2Feb260844ef62cbdc700305794d410cac%2Fceo-org-chart.png&w=3840&q=75 2x" src="/_next/image?url=https%3A%2F%2Fimages.ctfassets.net%2Fun655fb9wln6%2F75FDV2sziyx3UG6ogQosu2%2Feb260844ef62cbdc700305794d410cac%2Fceo-org-chart.png&w=3840&q=75"></div><p><b>They work based on the 70-20-10 rule.</b></p><ul><li><p><b>70% </b>of their role is building high-impact projects</p></li><li><p><b>20% </b>goes into teaching others</p></li><li><p><b>10% </b>is left for the automation maintenance</p></li></ul><p>This approach brought strong results:<b> 23 of 32 projects, or 72%, achieved business impact on core KPIs. </b></p><p>My Samurai are people who are AI and AI automation experts, senior in their business domain, <i>and</i> capable of mentoring others.</p><p><b>When choosing one, I look for a person who:</b></p><ul><li><p>understands the daily work of the department</p></li><li><p>genuinely seeks to help others learn</p></li><li><p>has enough influence and trust to change behaviour</p></li><li><p>can meet beginners where they are, but is a few steps ahead of them</p></li></ul><p><b>Why does this help you move past the 16% ceiling? </b>Having a dedicated AI automation champion inside each department made AI relevant, actionable and valuable for every team. </p><h3><b>Step 3: Turning "mandatory" into a clear bar to hit</b></h3><p>The last step in our journey was to define the individual path to adoption.</p><p><b>In September 2025, we closed that gap with the AI bar.</b></p><div class="image-embed" style="display:flex;align-items:center;justify-content:center"><img alt="AIT_Sara_AI bar" loading="lazy" width="1779" height="819" decoding="async" data-nimg="1" style="color:transparent;max-width:100%;height:auto" srcset="/_next/image?url=https%3A%2F%2Fimages.ctfassets.net%2Fun655fb9wln6%2FBKaeVZkhJbaxgT6LmuHQ4%2F1d670de7233998c0c16cd7217aadf916%2Fquarterly-milestones-grid.png&w=1920&q=75 1x, /_next/image?url=https%3A%2F%2Fimages.ctfassets.net%2Fun655fb9wln6%2FBKaeVZkhJbaxgT6LmuHQ4%2F1d670de7233998c0c16cd7217aadf916%2Fquarterly-milestones-grid.png&w=3840&q=75 2x" src="/_next/image?url=https%3A%2F%2Fimages.ctfassets.net%2Fun655fb9wln6%2FBKaeVZkhJbaxgT6LmuHQ4%2F1d670de7233998c0c16cd7217aadf916%2Fquarterly-milestones-grid.png&w=3840&q=75"></div><p>Everyone knows exactly what "using AI" means for their role, and whether they've hit the bar or not, so there's no gray area left to hide in.</p><p>As a result, 96% of employees are using and building AI agents, compared to the 16% before the AI bar existed. </p><p>And this isn’t only a number on a paper. I see the real-life impact time and time again.</p><p>For example, I met a colleague resting in an office kitchen. When I joked about what brings him by at this time of the day, he said: “An AI agent is working on something for me. So, I came to grab a coffee.” He wanted to figure out how to create an agentic environment where agents work while he sleeps. </p><p>As I later found out, he succeeded.</p><p>There are many more stories like this. It proved to me that the use cases we create are a scalable, transferable niche showing business-critical impact.</p><p>Clear expectations. Clearly measurable.</p><p><b>Why does this help you move past the 16% ceiling? </b>It removes ambiguity. The milestones are clearly defined, with specific goals to achieve and a set timeline. It was enough clarity on what good looks like to give everyone the freedom to learn their way. </p><h2><b>Your ultimate AI transformation checklist</b></h2><p>There is no single AI transformation strategy that works for everyone. Each company has different resources, different structure, and different goals.</p><p>But if I were to share a checklist that helped <i>me</i> succeed, it would look something like this:</p><div class="image-embed" style="display:flex;align-items:center;justify-content:center"><img alt="TL Sara checklist" loading="lazy" width="2400" height="2400" decoding="async" data-nimg="1" style="color:transparent;max-width:100%;height:auto" srcset="/_next/image?url=https%3A%2F%2Fimages.ctfassets.net%2Fun655fb9wln6%2F1ZmRNdaigsBZjP0Zn3n3AL%2Fcf1a7eb315f60f617d01943334fcfc0c%2FAI_Transformation_Checklist-selection.png&w=3840&q=75 1x" src="/_next/image?url=https%3A%2F%2Fimages.ctfassets.net%2Fun655fb9wln6%2F1ZmRNdaigsBZjP0Zn3n3AL%2Fcf1a7eb315f60f617d01943334fcfc0c%2FAI_Transformation_Checklist-selection.png&w=3840&q=75"></div><p>Lastly, remember that the AI transformation journey is all about building momentum. Show people the real impact of AI on their work, and the business impact will follow. </p><p><b>That is how you break the 16% ceiling and reach 96% internal AI adoption.</b></p><section class="Banner-module-scss-module__vB7GfW__Banner Section-module-scss-module__sX6ybW__Section Section-module-scss-module__sX6ybW__light light"><div class="Banner-module-scss-module__vB7GfW__Banner_content"><h3 class="Banner-module-scss-module__vB7GfW__Banner_title">Ready to make the automation revolution happen?</h3></div><div class="Banner-module-scss-module__vB7GfW__Banner_actionsContainer"><a href="https://make.com/en/register"><div class="ButtonLink2025-module-scss-module__cwpBHq__ButtonLink"><span class="ButtonLink2025-module-scss-module__cwpBHq__ButtonLink___primary"><div class="ButtonLink2025-module-scss-module__cwpBHq__ButtonLink_contentContainer">Get started free</div><div class="ButtonLink2025-module-scss-module__cwpBHq__ButtonLink_border" aria-hidden="true"></div></span></div></a><a href="/en/talk-to-sales"><div class="ButtonLink2025-module-scss-module__cwpBHq__ButtonLink"><span class="ButtonLink2025-module-scss-module__cwpBHq__ButtonLink___secondary"><div class="ButtonLink2025-module-scss-module__cwpBHq__ButtonLink_contentContainer">Talk to sales</div><div class="ButtonLink2025-module-scss-module__cwpBHq__ButtonLink_border" aria-hidden="true"></div></span></div></a></div></section></div></div></section><section class="Section-module-scss-module__sX6ybW__Section Section-module-scss-module__sX6ybW__light light"><div class="container AuthorCard-module-scss-module__a85f-q__AuthorCard"><div class="AuthorCard-module-scss-module__a85f-q__AuthorCard_imageWrapper"><a data-role="false" data-cta="false" class="link AuthorCard-module-scss-module__a85f-q__AuthorCard_detailLink" data-cy="" href="/en/authors/sara-maldon"><img alt="Sara Maldon Head of Business Automation & AI at Make" loading="lazy" width="166" height="193.52331606217618" decoding="async" data-nimg="1" class="AuthorCard-module-scss-module__a85f-q__AuthorCard_image AuthorCard-module-scss-module__a85f-q__AuthorCard_image___clickable" style="color:transparent" srcset="/_next/image?url=https%3A%2F%2F%2F%2Fimages.ctfassets.net%2Fun655fb9wln6%2F30QCoKA6KqKWM8msfJklhf%2Ffb9503eac938efbd15275719619ee21b%2FSara_Maldon_Head_of_Business_Automation___AI_at_Make.png&w=256&q=75 1x, /_next/image?url=https%3A%2F%2F%2F%2Fimages.ctfassets.net%2Fun655fb9wln6%2F30QCoKA6KqKWM8msfJklhf%2Ffb9503eac938efbd15275719619ee21b%2FSara_Maldon_Head_of_Business_Automation___AI_at_Make.png&w=384&q=75 2x" src="/_next/image?url=https%3A%2F%2F%2F%2Fimages.ctfassets.net%2Fun655fb9wln6%2F30QCoKA6KqKWM8msfJklhf%2Ffb9503eac938efbd15275719619ee21b%2FSara_Maldon_Head_of_Business_Automation___AI_at_Make.png&w=384&q=75"></a></div><div class="AuthorCard-module-scss-module__a85f-q__AuthorCard_contentContainer"><h3 class="AuthorCard-module-scss-module__a85f-q__AuthorCard_title AuthorCard-module-scss-module__a85f-q__AuthorCard_title___clickable"><a data-role="false" data-cta="false" class="link AuthorCard-module-scss-module__a85f-q__AuthorCard_detailLink" data-cy="" href="/en/authors/sara-maldon">Sara Maldon</a></h3><div>Head of Business Automation & AI at Make. Sara leads AI Transformation and Business Automation at Make, where she built the company's entire AI adoption.
She has spoken on AI transformation, agentic systems, and enterprise automation at global stages including Web Summit, AI Summit Europe, and the Nordic Growth Summit. Her hands-on work at Make — including building and deploying 400+ live AI agents and 5,000+ automations — gives her a practitioner's perspective on what it actually takes to move from AI hype to measurable business impact. She is also a published researcher on LLMs and legal outcome prediction, a Certified Change Management Professional (CCMP), and an advocate for women in tech and AI.</div></div></div></section><section class="Section-module-scss-module__sX6ybW__Section Section-module-scss-module__sX6ybW__light light"><div class="container ShareThisArticle-module-scss-module__B2QLua__shareArticleContainer"><h4>Like the article? 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They are still very early on their AI transformation journey, and most follow some version of the same playbook. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"They buy an AI tool they have been researching for months and spread it internally.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"They measure how many employees are using the tool in a certain period of time. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"The adoption numbers keep growing. Everything seems right.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"But then, the growth stops.\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"And while a stable number of people still use AI on a daily basis, there is no visible impact on a business level. They ask themselves: what’s missing?\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Maybe people just need a better tool.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Maybe the company needs more employees with technical education.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Maybe the AI should replace those who didn’t adapt to it.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"I’m here to tell you: none of this is what moves the needle. \",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"When I started as a Head of Business Automation \u0026 AI at Make, all we knew was that AI is important for us. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Today, the internal AI adoption ramped up from 8% to 96% of 350+ people automating. While I’m proud of this number, it hides the real story of our success. \",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Here’s how we got there.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"heading-2\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Why AI adoption always falls flat at the same point\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Businesses get stuck at a certain level of internal AI adoption because only a small group of people moves proactively.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"That's expected: it's what Everett Rogers proved in his\",\"marks\":[],\"data\":{}},{\"nodeType\":\"hyperlink\",\"data\":{\"uri\":\"https://www.ou.edu/deptcomm/dodjcc/groups/99A2/theories.htm\"},\"content\":[{\"nodeType\":\"text\",\"value\":\" \",\"marks\":[],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"Diffusion of Innovations theory\",\"marks\":[{\"type\":\"underline\"}],\"data\":{}}]},{\"nodeType\":\"text\",\"value\":\". \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"embedded-asset-block\",\"data\":{\"target\":{\"metadata\":{\"tags\":[],\"concepts\":[]},\"sys\":{\"space\":{\"sys\":{\"type\":\"Link\",\"linkType\":\"Space\",\"id\":\"un655fb9wln6\"}},\"id\":\"KDmMz8R1eBB6VjGb5h7Hv\",\"type\":\"Asset\",\"createdAt\":\"2026-08-09T08:16:39.707Z\",\"updatedAt\":\"2026-08-10T11:15:38.039Z\",\"environment\":{\"sys\":{\"id\":\"master\",\"type\":\"Link\",\"linkType\":\"Environment\"}},\"publishedVersion\":8,\"revision\":2,\"locale\":\"en-US\"},\"fields\":{\"title\":\"Sara TL \",\"description\":\"Sara TL \",\"file\":{\"url\":\"//images.ctfassets.net/un655fb9wln6/KDmMz8R1eBB6VjGb5h7Hv/ecf9014c41239eeab11c688f41e3dbdf/Adoption_Curve-selection.png\",\"details\":{\"size\":143948,\"image\":{\"width\":2400,\"height\":1254}},\"fileName\":\"Adoption Curve-selection.png\",\"contentType\":\"image/png\"}}}},\"content\":[]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"\\nAround 2.5% of the population are natural innovators. When you introduce them to a change, chances are high that they already thought about it and started experimenting on their own. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Then, there are early adopters: people naturally keen on the change. They may not always seek the tools proactively, but you don’t have to convince them to start adopting. You give them information, access to the tooling, and they will learn and use them by themselves. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"These two groups are your AI automation champions and power users.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"The problem: they only make up around 16% of the population.\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"The rest, the mass adopters, is where the adoption numbers stop growing organically. This is the ceiling that companies usually hit within their AI adoption strategy. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"What matters is getting past the 16% ceiling.\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]},{\"nodeType\":\"embedded-asset-block\",\"data\":{\"target\":{\"metadata\":{\"tags\":[],\"concepts\":[]},\"sys\":{\"space\":{\"sys\":{\"type\":\"Link\",\"linkType\":\"Space\",\"id\":\"un655fb9wln6\"}},\"id\":\"77kxAwJoVfIHel7WdWyDie\",\"type\":\"Asset\",\"createdAt\":\"2026-08-09T08:17:22.821Z\",\"updatedAt\":\"2026-08-10T11:16:09.799Z\",\"environment\":{\"sys\":{\"id\":\"master\",\"type\":\"Link\",\"linkType\":\"Environment\"}},\"publishedVersion\":10,\"revision\":2,\"locale\":\"en-US\"},\"fields\":{\"title\":\"TL Sara \u0026 ovce\",\"description\":\"TL Sara ovce\",\"file\":{\"url\":\"//images.ctfassets.net/un655fb9wln6/77kxAwJoVfIHel7WdWyDie/96b1e71312070b2ce3d850923b42841b/e3b74cee-6a3e-4ed3-9894-10cc69a6f29b.jpeg\",\"details\":{\"size\":92484,\"image\":{\"width\":1024,\"height\":529}},\"fileName\":\"e3b74cee-6a3e-4ed3-9894-10cc69a6f29b.jpeg\",\"contentType\":\"image/jpeg\"}}}},\"content\":[]},{\"nodeType\":\"heading-3\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"So, what actually moves your mass adopters?\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Two solutions usually surface: giving them time and incentives. But time is a rare commodity. Incentives are fun, but usually work at scale with big budgets and resources. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"We took an unpopular step: Make AI adoption mandatory. \",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"We made it part of individual performance expectations. Every employee needs to show initiative on a quarterly basis. Yet, we were very careful not to make it feel like a ‘one size fits all’. Everyone could (and still can) choose their own approach based on the stage where they are.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"It worked tremendously. \",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"From a survey I conducted with employees, 88% of employees were grateful for the nudge to get out of their comfort zone, doing something they normally wouldn’t. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"This shows that “mandatory” doesn’t have to come across as authoritarian. When done right, the initial push grows into an environment where people lean in not because they have to, but because they are expected to experiment, and see an actual impact on their work.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"heading-2\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"The hamburger mandate: A three-layer adoption setup that removes siloes\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Making adoption mandatory got people building. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"But it didn't answer two crucial questions many businesses skip: \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"unordered-list\",\"data\":{},\"content\":[{\"nodeType\":\"list-item\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Who decides how you scale AI adoption internally once motivation is no longer the bottleneck? \",\"marks\":[],\"data\":{}}]}]},{\"nodeType\":\"list-item\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"And who's accountable for building for impact?\",\"marks\":[],\"data\":{}}]}]}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Both come down to where ownership sits. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Many companies set AI transformation as a company-wide goal, but if ownership for it reaches only one layer of the business, that goal means nothing.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"I learned that firsthand, because for a while, I was that one layer. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"I started my role at Make with no team, about half of one person’s time in support, and nobody reporting to me. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"But sitting that close to the ground floor had its upside. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"It brought me close to those who are building products, speaking to customers, running the processes AI was supposed to improve. It helped me understand where AI could help, and built strong employee support from the bottom up.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"That's when I started thinking of AI accountability as a hamburger: three layers, each with its own job.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"unordered-list\",\"data\":{},\"content\":[{\"nodeType\":\"list-item\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"The top bun: \",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"leadership – the CEO, C-suite, and senior leaders providing sponsorship, resources, and access to decisions.\",\"marks\":[],\"data\":{}}]}]},{\"nodeType\":\"list-item\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"The bottom bun:\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\" ICs, closest to the daily work, who spot the use cases that actually matter.\",\"marks\":[],\"data\":{}}]}]},{\"nodeType\":\"list-item\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"The middle: \",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"departmental\",\"marks\":[],\"data\":{}},{\"nodeType\":\"text\",\"value\":\" \",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"managers who decide what gets time and capacity, and whether an experiment scales into a use case that gets adopted. This is what gives the whole thing its flavor.\",\"marks\":[],\"data\":{}}]}]}]},{\"nodeType\":\"embedded-asset-block\",\"data\":{\"target\":{\"metadata\":{\"tags\":[],\"concepts\":[]},\"sys\":{\"space\":{\"sys\":{\"type\":\"Link\",\"linkType\":\"Space\",\"id\":\"un655fb9wln6\"}},\"id\":\"44S4Y6rEWcTbbKnaKfSTF8\",\"type\":\"Asset\",\"createdAt\":\"2026-08-09T08:18:02.704Z\",\"updatedAt\":\"2026-08-10T11:16:25.589Z\",\"environment\":{\"sys\":{\"id\":\"master\",\"type\":\"Link\",\"linkType\":\"Environment\"}},\"publishedVersion\":10,\"revision\":2,\"locale\":\"en-US\"},\"fields\":{\"title\":\"TL Sara burger\",\"description\":\"TL Sara burger\",\"file\":{\"url\":\"//images.ctfassets.net/un655fb9wln6/44S4Y6rEWcTbbKnaKfSTF8/e8e56e0a0bada9b510a65ff92db71068/Hierarchy_Burger-selection.png\",\"details\":{\"size\":189115,\"image\":{\"width\":2400,\"height\":1254}},\"fileName\":\"Hierarchy Burger-selection.png\",\"contentType\":\"image/png\"}}}},\"content\":[]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"So with these insights in hand, what’re the three critical steps that got us past the 16%?\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]},{\"nodeType\":\"heading-2\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Three-step strategy that grew Make’s AI adoption to 96%\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]},{\"nodeType\":\"heading-3\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Step I: Finding the right AI transformation lead\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Many times, companies deploy two distinct roles: a change manager with strong soft skills and a technical AI specialist with exceptional hard skills.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"I function as two roles in one. In my role as the Head of Business Automation \u0026 AI, I was hired to lead our AI implementation. But also to train people and manage change. A mix between AI generalist with technical expertise, business acumen and change management skills.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Whichever system you choose is up to what works for you, but think very carefully about \",\"marks\":[],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"who\",\"marks\":[{\"type\":\"italic\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\" you’ll choose as a face of the change. You need someone who is:\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"unordered-list\",\"data\":{},\"content\":[{\"nodeType\":\"list-item\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"A recognizable face behind the movement: \",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"when someone says AI transformation, this person should pop up in people’s minds. \",\"marks\":[],\"data\":{}}]}]},{\"nodeType\":\"list-item\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"A relatable leader: \",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"someone with enough experience to be trustworthy but also enough people skills to be trusted\",\"marks\":[],\"data\":{}}]}]},{\"nodeType\":\"list-item\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"An approachable person: \",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"the lead shouldn’t sit in an ivory tower. They need to observe the field, ask questions, and offer help.\",\"marks\":[],\"data\":{}}]}]}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Why does this help you move past the 16% ceiling? \",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"The mass adopters are more keen on joining the movement when it has a recognisable, relatable, and approachable face behind it. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"heading-3\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Step 2: Inserting AI automation leads to each department\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"In February 2025, we knew we were serious about making AI \",\"marks\":[],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"the\",\"marks\":[{\"type\":\"italic\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\" priority across the entire company.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"There was another key decision to make:\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\" will we run the AI transformation project in a centralized way, so as a one “center of excellence” for all teams, or do we decentralize?\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"I decided for the latter. Make departments the direct owners of their transformation efforts.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"I came up with a quite unique concept of full-time AI automation champions.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Internally at Make, we call them Samurai. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"These champions are inserted directly into specific departments to help them build automations for their needs. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Here’s where they sit within our organizational structure:\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]},{\"nodeType\":\"embedded-asset-block\",\"data\":{\"target\":{\"metadata\":{\"tags\":[],\"concepts\":[]},\"sys\":{\"space\":{\"sys\":{\"type\":\"Link\",\"linkType\":\"Space\",\"id\":\"un655fb9wln6\"}},\"id\":\"75FDV2sziyx3UG6ogQosu2\",\"type\":\"Asset\",\"createdAt\":\"2026-08-06T15:02:09.257Z\",\"updatedAt\":\"2026-08-06T15:02:09.257Z\",\"environment\":{\"sys\":{\"id\":\"master\",\"type\":\"Link\",\"linkType\":\"Environment\"}},\"publishedVersion\":5,\"revision\":1,\"locale\":\"en-US\"},\"fields\":{\"title\":\"AIT_Sara_Org structure\",\"description\":\"AIT_Sara_Org structure\",\"file\":{\"url\":\"//images.ctfassets.net/un655fb9wln6/75FDV2sziyx3UG6ogQosu2/eb260844ef62cbdc700305794d410cac/ceo-org-chart.png\",\"details\":{\"size\":43563,\"image\":{\"width\":1180,\"height\":980}},\"fileName\":\"ceo-org-chart.png\",\"contentType\":\"image/png\"}}}},\"content\":[]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"They work based on the 70-20-10 rule.\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]},{\"nodeType\":\"unordered-list\",\"data\":{},\"content\":[{\"nodeType\":\"list-item\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"70% \",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"of their role is building high-impact projects\",\"marks\":[],\"data\":{}}]}]},{\"nodeType\":\"list-item\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"20% \",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"goes into teaching others\",\"marks\":[],\"data\":{}}]}]},{\"nodeType\":\"list-item\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"10% \",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"is left for the automation maintenance\",\"marks\":[],\"data\":{}}]}]}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"This approach brought strong results:\",\"marks\":[],\"data\":{}},{\"nodeType\":\"text\",\"value\":\" 23 of 32 projects, or 72%, achieved business impact on core KPIs. \",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"My Samurai are people who are AI and AI automation experts, senior in their business domain, \",\"marks\":[],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"and\",\"marks\":[{\"type\":\"italic\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\" capable of mentoring others.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"When choosing one, I look for a person who:\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]},{\"nodeType\":\"unordered-list\",\"data\":{},\"content\":[{\"nodeType\":\"list-item\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"understands the daily work of the department\",\"marks\":[],\"data\":{}}]}]},{\"nodeType\":\"list-item\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"genuinely seeks to help others learn\",\"marks\":[],\"data\":{}}]}]},{\"nodeType\":\"list-item\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"has enough influence and trust to change behaviour\",\"marks\":[],\"data\":{}}]}]},{\"nodeType\":\"list-item\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"can meet beginners where they are, but is a few steps ahead of them\",\"marks\":[],\"data\":{}}]}]}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Why does this help you move past the 16% ceiling? \",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"Having a dedicated AI automation champion inside each department made AI relevant, actionable and valuable for every team. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"heading-3\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Step 3: Turning \\\"mandatory\\\" into a clear bar to hit\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"The last step in our journey was to define the individual path to adoption.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"In September 2025, we closed that gap with the AI bar.\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]},{\"nodeType\":\"embedded-asset-block\",\"data\":{\"target\":{\"metadata\":{\"tags\":[],\"concepts\":[]},\"sys\":{\"space\":{\"sys\":{\"type\":\"Link\",\"linkType\":\"Space\",\"id\":\"un655fb9wln6\"}},\"id\":\"BKaeVZkhJbaxgT6LmuHQ4\",\"type\":\"Asset\",\"createdAt\":\"2026-08-06T15:02:47.093Z\",\"updatedAt\":\"2026-08-06T15:02:47.093Z\",\"environment\":{\"sys\":{\"id\":\"master\",\"type\":\"Link\",\"linkType\":\"Environment\"}},\"publishedVersion\":5,\"revision\":1,\"locale\":\"en-US\"},\"fields\":{\"title\":\"AIT_Sara_AI bar\",\"description\":\"AIT_Sara_AI bar\",\"file\":{\"url\":\"//images.ctfassets.net/un655fb9wln6/BKaeVZkhJbaxgT6LmuHQ4/1d670de7233998c0c16cd7217aadf916/quarterly-milestones-grid.png\",\"details\":{\"size\":134851,\"image\":{\"width\":1779,\"height\":819}},\"fileName\":\"quarterly-milestones-grid.png\",\"contentType\":\"image/png\"}}}},\"content\":[]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Everyone knows exactly what \\\"using AI\\\" means for their role, and whether they've hit the bar or not, so there's no gray area left to hide in.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"As a result, 96% of employees are using and building AI agents, compared to the 16% before the AI bar existed. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"And this isn’t only a number on a paper. I see the real-life impact time and time again.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"For example, I met a colleague resting in an office kitchen. When I joked about what brings him by at this time of the day, he said: “An AI agent is working on something for me. So, I came to grab a coffee.” He wanted to figure out how to create an agentic environment where agents work while he sleeps. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"As I later found out, he succeeded.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"There are many more stories like this. It proved to me that the use cases we create are a scalable, transferable niche showing business-critical impact.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Clear expectations. Clearly measurable.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Why does this help you move past the 16% ceiling? \",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"It removes ambiguity. The milestones are clearly defined, with specific goals to achieve and a set timeline. It was enough clarity on what good looks like to give everyone the freedom to learn their way. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"heading-2\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Your ultimate AI transformation checklist\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"There is no single AI transformation strategy that works for everyone. Each company has different resources, different structure, and different goals.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"But if I were to share a checklist that helped \",\"marks\":[],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"me\",\"marks\":[{\"type\":\"italic\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\" succeed, it would look something like this:\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"embedded-asset-block\",\"data\":{\"target\":{\"metadata\":{\"tags\":[],\"concepts\":[]},\"sys\":{\"space\":{\"sys\":{\"type\":\"Link\",\"linkType\":\"Space\",\"id\":\"un655fb9wln6\"}},\"id\":\"1ZmRNdaigsBZjP0Zn3n3AL\",\"type\":\"Asset\",\"createdAt\":\"2026-08-09T08:19:36.810Z\",\"updatedAt\":\"2026-08-10T11:16:44.115Z\",\"environment\":{\"sys\":{\"id\":\"master\",\"type\":\"Link\",\"linkType\":\"Environment\"}},\"publishedVersion\":9,\"revision\":2,\"locale\":\"en-US\"},\"fields\":{\"title\":\"TL Sara checklist\",\"description\":\"TL Sara checklist\",\"file\":{\"url\":\"//images.ctfassets.net/un655fb9wln6/1ZmRNdaigsBZjP0Zn3n3AL/cf1a7eb315f60f617d01943334fcfc0c/AI_Transformation_Checklist-selection.png\",\"details\":{\"size\":550285,\"image\":{\"width\":2400,\"height\":2400}},\"fileName\":\"AI Transformation Checklist-selection.png\",\"contentType\":\"image/png\"}}}},\"content\":[]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Lastly, remember that the AI transformation journey is all about building momentum. Show people the real impact of AI on their work, and the business impact will follow. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"That is how you break the 16% ceiling and reach 96% internal AI adoption.\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]}]},\"author\":{\"metadata\":{\"tags\":[],\"concepts\":[]},\"sys\":{\"space\":{\"sys\":{\"type\":\"Link\",\"linkType\":\"Space\",\"id\":\"un655fb9wln6\"}},\"id\":\"1O5FVFEKQD7ptZ1d9cLKOE\",\"type\":\"Entry\",\"createdAt\":\"2024-10-09T07:22:13.238Z\",\"updatedAt\":\"2026-06-11T13:13:52.384Z\",\"environment\":{\"sys\":{\"id\":\"master\",\"type\":\"Link\",\"linkType\":\"Environment\"}},\"publishedVersion\":30,\"revision\":7,\"contentType\":{\"sys\":{\"type\":\"Link\",\"linkType\":\"ContentType\",\"id\":\"authorCard\"}},\"locale\":\"en-US\"},\"fields\":{\"comment\":\"Sara Maldon\",\"name\":\"Sara Maldon\",\"description\":\"Head of Business Automation \u0026 AI at Make. 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See how measurement should evolve at each stage of adoption, backed by research across 540 companies.\",\"image\":{\"metadata\":{\"tags\":[],\"concepts\":[]},\"sys\":{\"space\":{\"sys\":{\"type\":\"Link\",\"linkType\":\"Space\",\"id\":\"un655fb9wln6\"}},\"id\":\"64N45u447i2qDDKPc3oYgI\",\"type\":\"Asset\",\"createdAt\":\"2026-07-17T14:24:02.437Z\",\"updatedAt\":\"2026-07-17T14:24:02.437Z\",\"environment\":{\"sys\":{\"id\":\"master\",\"type\":\"Link\",\"linkType\":\"Environment\"}},\"publishedVersion\":7,\"revision\":1,\"locale\":\"en-US\"},\"fields\":{\"title\":\"AI transformation_Thought Leadership_Blog_Daria\",\"description\":\"AI transformation_Thought Leadership_Blog_Daria\",\"file\":{\"url\":\"//images.ctfassets.net/un655fb9wln6/64N45u447i2qDDKPc3oYgI/49256d0456b792c7649ef919b54e747f/2_TNF.jpg\",\"details\":{\"size\":182265,\"image\":{\"width\":1920,\"height\":1080}},\"fileName\":\"2_TNF.jpg\",\"contentType\":\"image/jpeg\"}}}}},\"categories\":[{\"metadata\":{\"tags\":[],\"concepts\":[]},\"sys\":{\"space\":{\"sys\":{\"type\":\"Link\",\"linkType\":\"Space\",\"id\":\"un655fb9wln6\"}},\"id\":\"1QbanrsVKf9mCvddQOnPGk\",\"type\":\"Entry\",\"createdAt\":\"2024-11-28T09:16:53.850Z\",\"updatedAt\":\"2024-11-28T09:16:53.850Z\",\"environment\":{\"sys\":{\"id\":\"master\",\"type\":\"Link\",\"linkType\":\"Environment\"}},\"publishedVersion\":2,\"revision\":1,\"contentType\":{\"sys\":{\"type\":\"Link\",\"linkType\":\"ContentType\",\"id\":\"blogCategory\"}},\"locale\":\"en-US\"},\"fields\":{\"label\":\"Topic\",\"name\":\"AI\",\"slug\":\"AI\",\"topic\":true}},{\"metadata\":{\"tags\":[],\"concepts\":[]},\"sys\":{\"space\":{\"sys\":{\"type\":\"Link\",\"linkType\":\"Space\",\"id\":\"un655fb9wln6\"}},\"id\":\"blog-topic-finance\",\"type\":\"Entry\",\"createdAt\":\"2024-03-01T16:01:41.895Z\",\"updatedAt\":\"2024-03-17T17:26:02.113Z\",\"environment\":{\"sys\":{\"id\":\"master\",\"type\":\"Link\",\"linkType\":\"Environment\"}},\"publishedVersion\":5,\"revision\":3,\"contentType\":{\"sys\":{\"type\":\"Link\",\"linkType\":\"ContentType\",\"id\":\"blogCategory\"}},\"locale\":\"en-US\"},\"fields\":{\"name\":\"Finance\",\"slug\":\"finance\",\"topic\":true}}],\"date\":\"2026-07-17\",\"readTime\":360,\"bodyText\":{\"data\":{},\"content\":[{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"Here's an uncomfortable truth: there's no single formula that tells you whether AI is paying off in your business.\",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[{\"type\":\"bold\"}],\"value\":\"Businesses make the same mistake constantly. \",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"They take an easy number, \\\"AI saves us 2 hours a week on admin,\\\" and jump to a conclusion it can't support: \\\"AI makes us more productive.\\\" \",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"AI can speed up output, but the \",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[{\"type\":\"bold\"}],\"value\":\"time saved tells you \",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[{\"type\":\"italic\"},{\"type\":\"bold\"}],\"value\":\"nothing\",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[{\"type\":\"bold\"}],\"value\":\" about whether that time went anywhere productive. \",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"Productivity is also only one of four things that actually surface when AI takes hold. \",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"The other three – growth, trust, and insight – take longer to surface, which is exactly why most companies never get that far.\",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"I recently led a research study at Make that looked into exactly this question: why do so many mid-market companies get stuck on the way to real AI value?\",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"One statistic from that research stood out. Across 540 companies in 16 industries, 40% of employees now use AI multiple times a day, but only 25% use it at an organizational level.\",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[{\"type\":\"bold\"}],\"value\":\"Fewer than half of companies have a formal AI strategy at all.\",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{\"target\":{\"metadata\":{\"tags\":[],\"concepts\":[]},\"sys\":{\"space\":{\"sys\":{\"type\":\"Link\",\"linkType\":\"Space\",\"id\":\"un655fb9wln6\"}},\"id\":\"42piIHtcXiuOKMBjKFMb63\",\"type\":\"Asset\",\"createdAt\":\"2026-07-17T15:06:00.835Z\",\"updatedAt\":\"2026-07-17T15:06:00.835Z\",\"environment\":{\"sys\":{\"id\":\"master\",\"type\":\"Link\",\"linkType\":\"Environment\"}},\"publishedVersion\":6,\"revision\":1,\"locale\":\"en-US\"},\"fields\":{\"title\":\"TL_Daria_infographics 1\",\"description\":\"TL_Daria_infographics 1\",\"file\":{\"url\":\"//images.ctfassets.net/un655fb9wln6/42piIHtcXiuOKMBjKFMb63/5bb78fdf7cb9766c33356762f9d0a988/ai-adoption-gap-make-palette.png\",\"details\":{\"size\":144178,\"image\":{\"width\":2179,\"height\":1280}},\"fileName\":\"ai-adoption-gap-make-palette.png\",\"contentType\":\"image/png\"}}}},\"content\":[],\"nodeType\":\"embedded-asset-block\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"That's the real gap. \",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"Nearly everyone has \\\"adopted\\\" AI. The space that matters is between using AI constantly and having anything to show for it beyond a personal habit.\",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"Lack of ownership, governance, and how ROI gets measured are usually why that space stays open. \",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[{\"type\":\"bold\"}],\"value\":\"The logic of AI ROI measurement is still immature: \",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[],\"value\":\"The answer changes depending on who's asking and whose product is being measured, with independent surveys landing far more objective than vendor-commissioned studies.\\n\\nDaron Acemoglu's (Nobel Prize laureate) caution about how the AI payoff not being there yet in economics extends naturally to ROI claims. The payback figure produced by the vendor is less reliable than one produced by an unbiased CEO in a survey who has no stake in the outcome.\",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"Without someone accountable for a workflow's actual outcome, time saved is the only number anyone bothers to produce.\",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[{\"type\":\"bold\"}],\"value\":\"But if \\\"hours saved\\\" was never the point, what is?\",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"For me, it comes down to measuring impact from the growth of new opportunities that couldn't be seen and unlocked before. \",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"Everything else is a means to this one end.\",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[{\"type\":\"bold\"}],\"value\":\"Why early metrics stop telling the full story\",\"nodeType\":\"text\"}],\"nodeType\":\"heading-2\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"Time saving is tangible and easy to determine. I understand why so many businesses fall into this pattern. After all, \",\"nodeType\":\"text\"},{\"data\":{\"uri\":\"https://kaufmanrossin.com/state-of-ai-in-middle-market/#keyfindings\"},\"content\":[{\"data\":{},\"marks\":[{\"type\":\"underline\"}],\"value\":\"95% of mid-market companies\",\"nodeType\":\"text\"}],\"nodeType\":\"hyperlink\"},{\"data\":{},\"marks\":[],\"value\":\" still point to time savings as the primary benefit of AI adoption. \",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[],\"nodeType\":\"hr\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[{\"type\":\"bold\"}],\"value\":\"There are three fundamental problems with it, though:\",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[{\"data\":{},\"content\":[{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"Hours saved is a metric that stops making sense once the AI use moves from individual automations \",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"}],\"nodeType\":\"list-item\"},{\"data\":{},\"content\":[{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"Most of the numbers are estimates without means to measure them\",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"}],\"nodeType\":\"list-item\"},{\"data\":{},\"content\":[{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"If they \",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[{\"type\":\"italic\"}],\"value\":\"are\",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[],\"value\":\" measured, they aren’t always measured against a real business baseline\",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"}],\"nodeType\":\"list-item\"}],\"nodeType\":\"unordered-list\"},{\"data\":{},\"content\":[],\"nodeType\":\"hr\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"Time saved tends to be a standalone number: \",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[{\"type\":\"italic\"}],\"value\":\"“We saved 2 hours.” \",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"It also tends to be a generic statement:\",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[{\"type\":\"italic\"}],\"value\":\" “We saved 2 hours; therefore, we have more time.”\",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"But it rarely shows the real impact: \",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[{\"type\":\"italic\"}],\"value\":\"“We saved 2 hours; therefore, we increased employee satisfaction and helped prevent employee churn that slows us down.”\",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"The assumption of the generic statement is that time saved is always used for something more productive, and therefore is always useful. That isn’t necessarily the case.\",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"That sort of an assumption-based payoff is never the right baseline to measure against. An hour saved that isn't connected to a measurable outcome and a real bottleneck is not really a saving. \",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"Shifting from a guessing game to tangible measurement is what unlocks the scale and turns early gains into real profit. \",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[{\"type\":\"bold\"}],\"value\":\"From 50% to 30%: How the AI healed physicians’ burnout \",\"nodeType\":\"text\"}],\"nodeType\":\"heading-3\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"Recently, I stumbled upon U.S. healthcare's use of AI for clinical documentation and patient visit transcripts. The general assumption was: “Our doctors save an hour of their time, so they are more productive.”\",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"Ironically, only around 16 minutes were saved with AI automation per 8 hours of patient care. \",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"The metric that yields actual results was much harder to identify, especially early in the AI adoption stage. \",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"It was a reduction of physician \",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[{\"type\":\"bold\"}],\"value\":\"burnout. \",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"\",\"nodeType\":\"text\"},{\"data\":{\"uri\":\"https://medicine.yale.edu/news-article/ai-scribes-reduce-physician-burnout-return-focus-to-the-patient/\"},\"content\":[{\"data\":{},\"marks\":[{\"type\":\"underline\"}],\"value\":\"A Yale School of Medicine study\",\"nodeType\":\"text\"}],\"nodeType\":\"hyperlink\"},{\"data\":{},\"marks\":[],\"value\":\" found physician burnout dropped from 51.9% to 38.8% after 30 days of using the AI scribe automation. \",\"nodeType\":\"text\"},{\"data\":{\"uri\":\"https://www.medicaleconomics.com/view/ai-scribes-linked-to-lower-physician-burnout-study-finds\"},\"content\":[{\"data\":{},\"marks\":[{\"type\":\"underline\"}],\"value\":\"Mass General Brigham\",\"nodeType\":\"text\"}],\"nodeType\":\"hyperlink\"},{\"data\":{},\"marks\":[],\"value\":\" saw burnout prevalence fall from 52.6% to 30.7% after ambient AI scribe adoption. \",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{\"target\":{\"metadata\":{\"tags\":[],\"concepts\":[]},\"sys\":{\"space\":{\"sys\":{\"type\":\"Link\",\"linkType\":\"Space\",\"id\":\"un655fb9wln6\"}},\"id\":\"4S2wZUV7haBVn3VNcXIV5q\",\"type\":\"Asset\",\"createdAt\":\"2026-07-17T15:06:33.666Z\",\"updatedAt\":\"2026-07-17T15:06:33.666Z\",\"environment\":{\"sys\":{\"id\":\"master\",\"type\":\"Link\",\"linkType\":\"Environment\"}},\"publishedVersion\":4,\"revision\":1,\"locale\":\"en-US\"},\"fields\":{\"title\":\"TL_Daria_infographics 2\",\"description\":\"TL_Daria_infographics 2\",\"file\":{\"url\":\"//images.ctfassets.net/un655fb9wln6/4S2wZUV7haBVn3VNcXIV5q/50661f52a64fe92b254eefb31b19dc39/physician-burnout-ai-scribe-infographic.png\",\"details\":{\"size\":128845,\"image\":{\"width\":1879,\"height\":1130}},\"fileName\":\"physician-burnout-ai-scribe-infographic.png\",\"contentType\":\"image/png\"}}}},\"content\":[],\"nodeType\":\"embedded-asset-block\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"Without the proper reporting, healthcare would focus on an AI measurement strategy that would eventually divert into something fundamentally useless.\",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[{\"type\":\"bold\"}],\"value\":\"What changes once AI moves into shared workflows\",\"nodeType\":\"text\"}],\"nodeType\":\"heading-2\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"The doctor example works because burnout doesn't stay contained to one person. Less burnout meant doctors stayed longer. Staying longer meant less spending on recruiting replacements. Patients noticed too, and satisfaction went up along with it. \",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"One metric affected three departments.\",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[],\"nodeType\":\"hr\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"Four areas actually move when AI transformation reaches a more advanced stage: \",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[{\"data\":{},\"content\":[{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"teams’ productivity\",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"}],\"nodeType\":\"list-item\"},{\"data\":{},\"content\":[{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"AI adoption growth\",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"}],\"nodeType\":\"list-item\"},{\"data\":{},\"content\":[{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"business’ and employees’ trust in AI\",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"}],\"nodeType\":\"list-item\"},{\"data\":{},\"content\":[{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"insight into the impact of AI\",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"}],\"nodeType\":\"list-item\"}],\"nodeType\":\"unordered-list\"},{\"data\":{},\"content\":[],\"nodeType\":\"hr\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[{\"type\":\"bold\"}],\"value\":\"Productivity\",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[],\"value\":\" shows up first, which is why most companies stop measuring there. \",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[{\"type\":\"bold\"}],\"value\":\"Growth\",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[],\"value\":\", \",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[{\"type\":\"bold\"}],\"value\":\"trust\",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[],\"value\":\", and \",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[{\"type\":\"bold\"}],\"value\":\"insight\",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[],\"value\":\" take longer to surface and compound in the background. \",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"A company that only ever checks productivity will report success and miss three-quarters of what actually happened.\",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[{\"type\":\"bold\"}],\"value\":\"An AI maturity map: How measurements need to evolve with adoption\",\"nodeType\":\"text\"}],\"nodeType\":\"heading-2\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"You can’t attempt to increase your AI ROI without knowing where you stand right now. The values below help you identify your current stage of AI maturity.\",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"Here is how measurements can match with adoption levels, from lowest to highest maturity, step-by-step:\",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[{\"data\":{},\"content\":[{\"data\":{},\"content\":[{\"data\":{},\"marks\":[{\"type\":\"bold\"}],\"value\":\"Efficiency: \",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[],\"value\":\"The AI processes start to transform from personal automations to organizational workflows.\",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[{\"type\":\"bold\"}],\"value\":\" \",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[],\"value\":\"This is where measuring hours saved still makes sense, together with basic metrics like the number of tasks completed. \",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"}],\"nodeType\":\"list-item\"},{\"data\":{},\"content\":[{\"data\":{},\"content\":[{\"data\":{},\"marks\":[{\"type\":\"bold\"}],\"value\":\"Workflow value:\",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[],\"value\":\" Here is the point where AI stops being personal and starts being organizational. Pilots turn to repeatable processes. At this stage, I’d advise mainly focusing on process quality, handoff decline, and error reduction.\",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"}],\"nodeType\":\"list-item\"},{\"data\":{},\"content\":[{\"data\":{},\"content\":[{\"data\":{},\"marks\":[{\"type\":\"bold\"}],\"value\":\"Expansion value:\",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[],\"value\":\" AI is no longer tied to one department. It spreads company-wide, with named process owners setting standards. Metrics shift toward scaling success after an acquisition, workload vs. headcount ratio, and faster product feedback loops.\",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"}],\"nodeType\":\"list-item\"},{\"data\":{},\"content\":[{\"data\":{},\"content\":[{\"data\":{},\"marks\":[{\"type\":\"bold\"}],\"value\":\"Vendor substitution:\",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[],\"value\":\" Businesses start noticing tools they no longer have to pay for because AI does the job. It gives tangible proof of where AI’s actual impact lies. \",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"}],\"nodeType\":\"list-item\"},{\"data\":{},\"content\":[{\"data\":{},\"content\":[{\"data\":{},\"marks\":[{\"type\":\"bold\"}],\"value\":\"Organizational learning:\",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[],\"value\":\" AI Agents start performing complex roles inside a process, managing CRM updates, drafting follow-ups, freeing people to apply judgment. What matters the most here is organizational learning: knowledge reuse, decision velocity, and capability compounding across teams. \",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"}],\"nodeType\":\"list-item\"}],\"nodeType\":\"ordered-list\"},{\"data\":{\"target\":{\"metadata\":{\"tags\":[],\"concepts\":[]},\"sys\":{\"space\":{\"sys\":{\"type\":\"Link\",\"linkType\":\"Space\",\"id\":\"un655fb9wln6\"}},\"id\":\"1AynAvcZ7fwMIvVQjipLuq\",\"type\":\"Asset\",\"createdAt\":\"2026-07-17T15:07:52.892Z\",\"updatedAt\":\"2026-07-17T15:07:52.892Z\",\"environment\":{\"sys\":{\"id\":\"master\",\"type\":\"Link\",\"linkType\":\"Environment\"}},\"publishedVersion\":6,\"revision\":1,\"locale\":\"en-US\"},\"fields\":{\"title\":\"TL_Daria_infographics GIF 3\",\"description\":\"TL_Daria_infographics GIF 3\",\"file\":{\"url\":\"//images.ctfassets.net/un655fb9wln6/1AynAvcZ7fwMIvVQjipLuq/f73b67e4ae731a8d78312a30dfb814f0/The_AI_Value_Map.gif\",\"details\":{\"size\":2556548,\"image\":{\"width\":1080,\"height\":1350}},\"fileName\":\"The AI Value Map.gif\",\"contentType\":\"image/gif\"}}}},\"content\":[],\"nodeType\":\"embedded-asset-block\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[{\"type\":\"bold\"}],\"value\":\"Winning businesses rely on these underrated AI payoff measurement strategies \",\"nodeType\":\"text\"}],\"nodeType\":\"heading-2\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"Before I wrap up, I’d like to stress what most companies do wrong. They identify their AI maturity stage and start sprinting up the mountain without a trekking guide. \",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"If you want to avoid falling, I recommend first:\",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[{\"data\":{},\"content\":[{\"data\":{},\"content\":[{\"data\":{},\"marks\":[{\"type\":\"bold\"}],\"value\":\"Choose a named owner and a sponsor: \",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[],\"value\":\"One person answers for the initiative; one senior person backs it. Without both, a promising pilot has no one to defend it past the first budget review.\",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"}],\"nodeType\":\"list-item\"},{\"data\":{},\"content\":[{\"data\":{},\"content\":[{\"data\":{},\"marks\":[{\"type\":\"bold\"}],\"value\":\"Set up your team right: \",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[],\"value\":\"Not a committee but front-line people who actually build, measure, and adjust the process.\",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"}],\"nodeType\":\"list-item\"},{\"data\":{},\"content\":[{\"data\":{},\"content\":[{\"data\":{},\"marks\":[{\"type\":\"bold\"}],\"value\":\"Shift from activity metrics to specific before/after comparison: \",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[],\"value\":\"Most businesses measure what they \",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[{\"type\":\"italic\"}],\"value\":\"put into \",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[],\"value\":\"the AI project, like licenses bought, people logged in, hours spent setting up. Not what \",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[{\"type\":\"italic\"}],\"value\":\"came out\",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[],\"value\":\" as a result. And when they do check results, they compare AI to some imagined perfect version of itself, instead of comparing it to what the team was actually doing before AI showed up. \\n\\n\",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[{\"type\":\"bold\"}],\"value\":\"A useful formula to get this right: \",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[],\"value\":\"Net value = time removed + leakage avoided + revenue protected + quality gained, minus the cost of the model, the integration, the human review, and the failures. \\n\\nIf checking the AI's work eats more time than it saves, it’s not a valuable automation.\\n\\n\",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{\"target\":{\"metadata\":{\"tags\":[],\"concepts\":[]},\"sys\":{\"space\":{\"sys\":{\"type\":\"Link\",\"linkType\":\"Space\",\"id\":\"un655fb9wln6\"}},\"id\":\"6SVcmTddMTpn3KuncWdf5a\",\"type\":\"Asset\",\"createdAt\":\"2026-07-17T15:08:33.577Z\",\"updatedAt\":\"2026-07-17T15:08:33.577Z\",\"environment\":{\"sys\":{\"id\":\"master\",\"type\":\"Link\",\"linkType\":\"Environment\"}},\"publishedVersion\":4,\"revision\":1,\"locale\":\"en-US\"},\"fields\":{\"title\":\"TL_Daria_infographics GIF 4\",\"description\":\"TL_Daria_infographics GIF 4\",\"file\":{\"url\":\"//images.ctfassets.net/un655fb9wln6/6SVcmTddMTpn3KuncWdf5a/e0a2bc6d9cce61db9fce695db3d93a8a/net-ai-value-formula-infographic.png\",\"details\":{\"size\":128850,\"image\":{\"width\":1979,\"height\":1480}},\"fileName\":\"net-ai-value-formula-infographic.png\",\"contentType\":\"image/png\"}}}},\"content\":[],\"nodeType\":\"embedded-asset-block\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"\",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"}],\"nodeType\":\"list-item\"},{\"data\":{},\"content\":[{\"data\":{},\"content\":[{\"data\":{},\"marks\":[{\"type\":\"bold\"}],\"value\":\"Tie the metric to a \",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[{\"type\":\"underline\"},{\"type\":\"italic\"},{\"type\":\"bold\"}],\"value\":\"specific\",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[{\"type\":\"bold\"}],\"value\":\" outcome:\",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[],\"value\":\" \\n\\nFour things are worth quantifying here:\\n\\n- cost avoided\\n- revenue generated\\n- risk reduced\\n- productivity gained\",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[{\"type\":\"bold\"}],\"value\":\"\\n\\nA clean way to structure any single use case: \",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[],\"value\":\"Define where the workflow starts and ends, the specific outcome you expect to change, what the AI can decide on its own versus what needs a human, what data it can and can't touch, and who owns the result.\",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"}],\"nodeType\":\"list-item\"},{\"data\":{},\"content\":[{\"data\":{},\"content\":[{\"data\":{},\"marks\":[{\"type\":\"bold\"}],\"value\":\"Count the cost of the entire operation\",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[],\"value\":\", not just the AI licenses. \",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"}],\"nodeType\":\"list-item\"},{\"data\":{},\"content\":[{\"data\":{},\"content\":[{\"data\":{},\"marks\":[{\"type\":\"bold\"}],\"value\":\"Score what you can't put a dollar on. \",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[],\"value\":\"Organizational learning, talent attraction, competitive position, and so on, are also real outcomes. Rate them, don't guess a number for them.\",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"}],\"nodeType\":\"list-item\"},{\"data\":{},\"content\":[{\"data\":{},\"content\":[{\"data\":{},\"marks\":[{\"type\":\"bold\"}],\"value\":\"Set a realistic payback window\",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[],\"value\":\" and know it depends on the use case. Risk-focused use cases often have the shortest payback period of 9 to 18 months, since baseline losses are already quantified and the AI intervention can be directly measured. Revenue-driven use cases can take 18 to 36 months because revenue is harder to attribute clearly to AI alone.\",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"}],\"nodeType\":\"list-item\"},{\"data\":{},\"content\":[{\"data\":{},\"content\":[{\"data\":{},\"marks\":[{\"type\":\"bold\"}],\"value\":\"Change management is your biggest lever. \",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[],\"value\":\"The difference between weak and strong adoption can swing a project's return three to four times over. \",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"}],\"nodeType\":\"list-item\"},{\"data\":{},\"content\":[{\"data\":{},\"content\":[{\"data\":{},\"marks\":[{\"type\":\"bold\"}],\"value\":\"Don't forget what it costs to do nothing in terms of opportunity and employee satisfaction costs. \",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[],\"value\":\"Competitors keep moving. So does your best talent, toward whoever gives them better tools.\",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"}],\"nodeType\":\"list-item\"}],\"nodeType\":\"ordered-list\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[{\"type\":\"bold\"}],\"value\":\"The payoff shift: What do current trends tell us about the future?\",\"nodeType\":\"text\"}],\"nodeType\":\"heading-2\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"It’s impossible to predict with certainty what ROI metrics will matter in the future. The AI space evolves daily and is too fast to make definite conclusions. \",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"There are three shifts, though, that I consider relevant. \",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[],\"nodeType\":\"hr\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[{\"type\":\"bold\"}],\"value\":\"First, revenue per employee seems to be emerging as a clear signal of AI success. \",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[],\"value\":\"According to \",\"nodeType\":\"text\"},{\"data\":{\"uri\":\"https://www.saasmag.com/saas-capital-efficiency-metrics/#:~:text=That%20is%20the%20median%20revenue%20per%20employee%20for,It%20is%20up%20from%20%24125%2C000%20the%20prior%20year\"},\"content\":[{\"data\":{},\"marks\":[{\"type\":\"underline\"}],\"value\":\"SaaSMag\",\"nodeType\":\"text\"}],\"nodeType\":\"hyperlink\"},{\"data\":{},\"marks\":[],\"value\":\", median revenue per employee for SaaS companies reached around $150k in 2025. That’s $25k more than the year before.\",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\" In 2026, however, the best AI-native companies already operate at $300-$450k per employee. \",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[{\"type\":\"bold\"}],\"value\":\"The reason is structural: \",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[],\"value\":\"AI-native companies can automate more of their product development and customer support workflows, which compresses operating costs without compressing revenue growth. \",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"This efficiency advantage is still early, but it is widening. \",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[],\"nodeType\":\"hr\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"The second shift: \",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[{\"type\":\"bold\"}],\"value\":\"companies that replaced a large number of employees with AI are shifting from great layoffs towards great rehiring\",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[],\"value\":\", and anticipated savings turned into unnecessary spending.\",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"It turned out that AI by itself can’t do everything humans can. It lacks what only people can do. \",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"Apply subjective judgement, for example, in customer support. While AI handles the volume of 700 people, it can’t reliably anticipate the nuances in customers’ emotions. Instead, companies get the same job done at a lower quality. \",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"\",\"nodeType\":\"text\"},{\"data\":{\"uri\":\"https://www.pwc.com/gx/en/issues/artificial-intelligence/job-barometer/2026/2026-global-ai-jobs-barometer-full-report.pdf\"},\"content\":[{\"data\":{},\"marks\":[{\"type\":\"underline\"}],\"value\":\"PwC's 2026 Global AI Job Barometer\",\"nodeType\":\"text\"}],\"nodeType\":\"hyperlink\"},{\"data\":{},\"marks\":[],\"value\":\" analyzed a billion job postings across six continents and found that the top 20% of most AI-exposed companies reached labor productivity growth of 163% relative to 2018, alongside headcount growth of 52%, compared to just 36% at the least AI-exposed businesses.\",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[{\"type\":\"bold\"}],\"value\":\"Interestingly, using AI is\",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[{\"type\":\"italic\"},{\"type\":\"bold\"}],\"value\":\" growing\",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[{\"type\":\"bold\"}],\"value\":\" the workforce.\",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"This once again shows that efficiency alone isn't a good enough indicator of success. \",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"More and more companies realized that the actual payoff comes from adapting job positions to current needs.\",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[{\"type\":\"bold\"}],\"value\":\"Cut headcount thoughtlessly in the name of efficiency and growth, and the gain everyone expected may never show up.\",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[],\"nodeType\":\"hr\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"To close this article, by all means, keep investing in AI. The cost of waiting is real, even if it's tricky to put a number on it.\",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[],\"value\":\"The real question shouldn’t be \",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[{\"type\":\"italic\"}],\"value\":\"whether\",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[],\"value\":\" to invest. \",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"},{\"data\":{},\"content\":[{\"data\":{},\"marks\":[{\"type\":\"bold\"}],\"value\":\"It should be to ask which metrics actually shape an AI strategy that pays off, for the stage you're \",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[{\"type\":\"italic\"},{\"type\":\"bold\"}],\"value\":\"actually\",\"nodeType\":\"text\"},{\"data\":{},\"marks\":[{\"type\":\"bold\"}],\"value\":\" in.\",\"nodeType\":\"text\"}],\"nodeType\":\"paragraph\"}],\"nodeType\":\"document\"},\"author\":{\"metadata\":{\"tags\":[],\"concepts\":[]},\"sys\":{\"space\":{\"sys\":{\"type\":\"Link\",\"linkType\":\"Space\",\"id\":\"un655fb9wln6\"}},\"id\":\"59SYxbQb29guiuQKBsg6DW\",\"type\":\"Entry\",\"createdAt\":\"2026-01-30T15:14:54.422Z\",\"updatedAt\":\"2026-02-02T12:40:45.644Z\",\"environment\":{\"sys\":{\"id\":\"master\",\"type\":\"Link\",\"linkType\":\"Environment\"}},\"publishedVersion\":37,\"revision\":6,\"contentType\":{\"sys\":{\"type\":\"Link\",\"linkType\":\"ContentType\",\"id\":\"authorCard\"}},\"locale\":\"en-US\"},\"fields\":{\"comment\":\"Daria Hvizdalova | Aurhor card and page\",\"name\":\"Daria Hvizdalova\",\"description\":\"Daria Hvizdalova is the Head of AI Adoption at Make. She focuses on bridging the capabilities of AI with market education and adoption.\\n\\nAlongside her work at Make, she serves as the Academic Director of the MBA in AI in Business at Newton University - which she designed - and co-instructs the AI System Architecture and Large Language Model Applications program at MIT Professional Education.\\n\",\"longDescription\":\"Daria Hvizdalova is the Head of AI Adoption at Make. 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answer\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\" An AI business strategy is a leadership-backed plan that ties AI investment to specific business outcomes, instead of scattered pilots and disconnected use cases.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\" It usually combines an enterprise-wide vision set by top leadership with a deliberate balance of offensive moves that create new revenue and defensive moves that protect existing market share.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\" Organizations with fully integrated AI are nearly four times more likely to report AI-driven revenue growth than those still piloting, at 58% versus 15%, according to Grant Thornton's 2026 AI Impact Survey of 950 business leaders.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"That gap is why a documented AI business strategy, not just AI adoption, matters more with each passing quarter.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"heading-2\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Introduction\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Most companies do not have an AI problem anymore. They have an AI direction problem.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Employees use AI tools every day, but few of those habits connect to a documented AI business strategy that ties spend to a measurable outcome.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"The cost of that gap shows up in the numbers. \",\"marks\":[],\"data\":{}},{\"nodeType\":\"hyperlink\",\"data\":{\"uri\":\"https://www.grantthornton.com/services/advisory-services/artificial-intelligence/2026-ai-impact-survey\"},\"content\":[{\"nodeType\":\"text\",\"value\":\"Grant Thornton's 2026 AI Impact Survey\",\"marks\":[{\"type\":\"underline\"}],\"data\":{}}]},{\"nodeType\":\"text\",\"value\":\" found that organizations with fully integrated AI are nearly four times more likely to report AI-driven revenue growth than those still piloting.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"This guide breaks down what a real AI business strategy requires, from the leadership vision at the top through the steps that turn a plan into daily operations.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"heading-2\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"What is an AI business strategy, and why does it need to be more than a pilot program?\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"An AI business strategy is a documented plan that connects AI investment to specific business objectives, owned by leadership rather than left to individual teams.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"That is different from AI adoption, which simply means using AI tools to do existing work faster or cheaper.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"unordered-list\",\"data\":{},\"content\":[{\"nodeType\":\"list-item\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"AI adoption:\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\" using AI tools to speed up work that already exists.\",\"marks\":[],\"data\":{}}]}]},{\"nodeType\":\"list-item\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"AI business strategy:\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\" a leadership-owned plan that connects AI spend to business outcomes.\",\"marks\":[],\"data\":{}}]}]},{\"nodeType\":\"list-item\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"AI transformation:\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\" redesigning how the business runs around AI, once the strategy is already in motion.\",\"marks\":[],\"data\":{}}]}]}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"The distinction matters most in a budget conversation. A leadership team that cannot tell the three apart will keep funding pilots and wonder why none of them add up to a strategy.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Deloitte's own research labels its highest-performing AI organizations \\\"Transformers\\\" and its lowest-performing ones \\\"Starters.\\\"\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"By that measure, \",\"marks\":[],\"data\":{}},{\"nodeType\":\"hyperlink\",\"data\":{\"uri\":\"https://www.deloitte.com/us/en/what-we-do/capabilities/applied-artificial-intelligence/articles/effective-ai-strategy.html\"},\"content\":[{\"nodeType\":\"text\",\"value\":\"Deloitte's \",\"marks\":[{\"type\":\"underline\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"State of AI in the Enterprise, 4th Edition\",\"marks\":[{\"type\":\"underline\"},{\"type\":\"italic\"}],\"data\":{}}]},{\"nodeType\":\"text\",\"value\":\" found that Transformers are more than three times as likely to have an enterprise-wide AI strategy in place than Starters. Only 40% of all surveyed leaders completely agreed their company has one at all.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"That 40% figure matters because most companies are not short on AI activity. They are short on a plan that leadership actually owns.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"For a closer look at how a strategy connects to what comes after it, see our guide on \",\"marks\":[],\"data\":{}},{\"nodeType\":\"hyperlink\",\"data\":{\"uri\":\"https://www.make.com/en/blog/ai-transformation\"},\"content\":[{\"nodeType\":\"text\",\"value\":\"what AI transformation actually requires\",\"marks\":[{\"type\":\"underline\"}],\"data\":{}}]},{\"nodeType\":\"text\",\"value\":\", including the six stages most companies move through.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"heading-2\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Why do most AI strategies fail to deliver ROI?\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Most AI strategies fail for reasons that have little to do with the technology itself.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Grant Thornton's report found that only 22% of operations leaders have a fully developed and implemented AI strategy, a separate figure from the revenue-growth stat above and a clear sign that real planning is still limited.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"unordered-list\",\"data\":{},\"content\":[{\"nodeType\":\"list-item\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"No named owner.\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\" Nobody is accountable when a pilot's outputs degrade, so it quietly dies after the first budget review.\",\"marks\":[],\"data\":{}}]}]},{\"nodeType\":\"list-item\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Activity metrics instead of outcomes.\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\" Teams report hours saved or logins instead of revenue protected, cost avoided, or risk reduced.\",\"marks\":[],\"data\":{}}]}]},{\"nodeType\":\"list-item\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"No before-and-after baseline.\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\" Results get compared to an imagined perfect version of AI instead of what the team was actually doing before it arrived.\",\"marks\":[],\"data\":{}}]}]},{\"nodeType\":\"list-item\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Unrealistic payback windows.\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\" Revenue-driven use cases can take 18 to 36 months to prove out, and treating them like a quick win kills the initiative before it has a chance to pay back.\",\"marks\":[],\"data\":{}}]}]}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"A common version of this shows up in enterprise AI adoption: a support team quietly uses AI to draft replies for months, and nobody ever asks whether it changed resolution time.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Make's Head of AI Adoption, Daria Hvizdalova, studied this exact gap across 540 companies and found that fewer than half had a formal AI strategy at all.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Her \",\"marks\":[],\"data\":{}},{\"nodeType\":\"hyperlink\",\"data\":{\"uri\":\"https://www.make.com/en/blog/ai-maturity-payoff\"},\"content\":[{\"nodeType\":\"text\",\"value\":\"guide on measuring AI ROI beyond hours saved\",\"marks\":[{\"type\":\"underline\"}],\"data\":{}}]},{\"nodeType\":\"text\",\"value\":\" breaks down which metrics actually matter at each stage of an AI maturity model. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Teams that cannot tell why a pilot is stalling often skip a step: running \",\"marks\":[],\"data\":{}},{\"nodeType\":\"hyperlink\",\"data\":{\"uri\":\"https://www.make.com/en/blog/ai-readiness-assessment\"},\"content\":[{\"nodeType\":\"text\",\"value\":\"a structured readiness diagnostic\",\"marks\":[{\"type\":\"underline\"}],\"data\":{}}]},{\"nodeType\":\"text\",\"value\":\" before assuming the technology itself is the problem.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"heading-2\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"What separates AI leaders from companies still stuck in pilots?\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"The strongest AI strategies rarely start by talking about AI at all.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Deloitte's research puts a number on why: organizations that communicate a clear vision are 1.5 times as likely to achieve desired outcomes compared to those that do not.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Leadership sets a business north star first, then works backward to where AI can help reach it.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"\\\"Improve customer retention by 10% this year\\\" is a north star. \\\"Roll out an AI chatbot\\\" is not. The first gives every team a target to work toward. The second gives them a tool with no destination attached.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Companies stuck in pilots tend to invert that order. They pick an AI tool, then search for a problem it might solve, which is how a promising demo turns into a permanent experiment nobody owns.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"A company chasing \\\"more AI usage\\\" will report growing adoption numbers with nothing to show for them. A company chasing \\\"shorter time to resolution\\\" will report a number the board actually cares about.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Leaders who reverse that order, starting from the business outcome and treating AI adoption as the means rather than the goal, are the ones the Deloitte data shows pulling ahead.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"heading-2\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Should your AI strategy focus on offense, defense, or both?\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Most AI strategy conversations focus on offense: new products, new revenue, competitive advantage.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"\",\"marks\":[],\"data\":{}},{\"nodeType\":\"hyperlink\",\"data\":{\"uri\":\"https://www.pwc.com/us/en/tech-effect/ai-analytics/ai-business-strategy.html\"},\"content\":[{\"nodeType\":\"text\",\"value\":\"PwC's research on AI and business strategy\",\"marks\":[{\"type\":\"underline\"}],\"data\":{}}]},{\"nodeType\":\"text\",\"value\":\" argues that the biggest gains actually come from balancing offensive moves with defensive ones that protect what the business already has.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"table\",\"data\":{},\"content\":[{\"nodeType\":\"table-row\",\"data\":{},\"content\":[{\"nodeType\":\"table-cell\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Offensive moves\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]}]},{\"nodeType\":\"table-cell\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Defensive moves\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]}]}]},{\"nodeType\":\"table-row\",\"data\":{},\"content\":[{\"nodeType\":\"table-cell\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"New revenue streams from products AI makes possible\",\"marks\":[],\"data\":{}}]}]},{\"nodeType\":\"table-cell\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Protecting market share against AI-native competitors\",\"marks\":[],\"data\":{}}]}]}]},{\"nodeType\":\"table-row\",\"data\":{},\"content\":[{\"nodeType\":\"table-cell\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"A differentiated customer experience built on proprietary data\",\"marks\":[],\"data\":{}}]}]},{\"nodeType\":\"table-cell\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Managing the integration risk of connecting AI to legacy systems\",\"marks\":[],\"data\":{}}]}]}]},{\"nodeType\":\"table-row\",\"data\":{},\"content\":[{\"nodeType\":\"table-cell\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Faster entry into adjacent markets\",\"marks\":[],\"data\":{}}]}]},{\"nodeType\":\"table-cell\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Planning for the workforce transitions AI adoption creates\",\"marks\":[],\"data\":{}}]}]}]}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"For a mid-market company, offense might mean using proprietary customer data to launch a service that larger competitors cannot easily copy. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Defense might mean confirming a legacy CRM can actually feed clean data into an AI process before betting a workflow on it.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"This is also where enterprise AI adoption differs from mid-market execution. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"A larger company can run offense and defense as separate committees, but a leaner team usually needs one person weighing both in the same conversation.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Most companies default to one side of this table and ignore the other. The strategies that hold up over multiple quarters treat offense and defense as one plan, not two competing priorities.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"heading-2\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"How do you build an AI business strategy step by step?\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Building an AI business strategy does not require a large team or a long planning cycle. It requires answering these questions in order. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"ordered-list\",\"data\":{},\"content\":[{\"nodeType\":\"list-item\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Assess current state and data readiness.\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\" Run \",\"marks\":[],\"data\":{}},{\"nodeType\":\"hyperlink\",\"data\":{\"uri\":\"https://www.make.com/en/blog/ai-readiness-assessment\"},\"content\":[{\"nodeType\":\"text\",\"value\":\"a structured AI readiness assessment\",\"marks\":[{\"type\":\"underline\"}],\"data\":{}}]},{\"nodeType\":\"text\",\"value\":\" that scores data access, governance posture, process documentation, and automation surface area, rather than guessing at where the gaps are.\",\"marks\":[],\"data\":{}}]}]},{\"nodeType\":\"list-item\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Define two to three outcome-based objectives.\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\" Not \\\"adopt AI,\\\" but a specific target, like cutting invoice processing time by 30%.\",\"marks\":[],\"data\":{}}]}]},{\"nodeType\":\"list-item\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Name an owner and an executive sponsor.\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\" One person answers for the initiative day to day. One senior leader defends it past the first budget review.\",\"marks\":[],\"data\":{}}]}]},{\"nodeType\":\"list-item\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Build a 90-day roadmap with one early win.\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\" A visible result in the first quarter builds the case for the next investment.\",\"marks\":[],\"data\":{}}]}]},{\"nodeType\":\"list-item\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Set a realistic payback window.\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\" Risk-focused use cases often pay back in 9 to 18 months. Revenue-driven ones can take 18 to 36 months.\",\"marks\":[],\"data\":{}}]}]},{\"nodeType\":\"list-item\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Establish governance and a quarterly reassessment.\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\" An AI business strategy is not a one-and-done document. It needs a fixed cadence for checking whether it still works.\",\"marks\":[],\"data\":{}}]}]}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Make's own \",\"marks\":[],\"data\":{}},{\"nodeType\":\"hyperlink\",\"data\":{\"uri\":\"https://playbook.make.com/\"},\"content\":[{\"nodeType\":\"text\",\"value\":\"AI Playbook\",\"marks\":[{\"type\":\"underline\"}],\"data\":{}}]},{\"nodeType\":\"text\",\"value\":\" maps a similar staged roadmap if a structured tool helps, and our \",\"marks\":[],\"data\":{}},{\"nodeType\":\"hyperlink\",\"data\":{\"uri\":\"https://www.make.com/en/how-to-guides/how-to-build-automation-strategy\"},\"content\":[{\"nodeType\":\"text\",\"value\":\"how-to guide on building an automation strategy that scales\",\"marks\":[{\"type\":\"underline\"}],\"data\":{}}]},{\"nodeType\":\"text\",\"value\":\" covers the mechanics of turning these steps into live scenarios.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Teams that want a structured place to build the skills behind step one can start with \",\"marks\":[],\"data\":{}},{\"nodeType\":\"hyperlink\",\"data\":{\"uri\":\"https://academy.make.com/bundles/automation-to-ai-agents-foundation\"},\"content\":[{\"nodeType\":\"text\",\"value\":\"Make Academy's AI Agents Foundation course\",\"marks\":[{\"type\":\"underline\"}],\"data\":{}}]},{\"nodeType\":\"text\",\"value\":\". \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"heading-2\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"What mistakes should you avoid once the strategy is in motion?\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"A different set of mistakes tends to show up once a strategy is running, separate from the planning mistakes above.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"unordered-list\",\"data\":{},\"content\":[{\"nodeType\":\"list-item\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Treating the roadmap as fixed instead of reviewed every quarter.\",\"marks\":[],\"data\":{}}]}]},{\"nodeType\":\"list-item\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Scaling a pilot company-wide without adjusting governance to match.\",\"marks\":[],\"data\":{}}]}]},{\"nodeType\":\"list-item\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Measuring activity, like logins and prompts run, instead of outcomes like cost avoided or risk reduced.\",\"marks\":[],\"data\":{}}]}]},{\"nodeType\":\"list-item\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Letting the strategy live in IT alone instead of with the business unit owners who feel the outcome.\",\"marks\":[],\"data\":{}}]}]},{\"nodeType\":\"list-item\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Assuming AI replaces judgment as easily as it replaces volume, then cutting headcount before confirming that is actually true.\",\"marks\":[],\"data\":{}}]}]}]},{\"nodeType\":\"heading-2\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"How do you turn AI business strategy into operational AI at scale?\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"A strategy only matters once it changes how work actually happens. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"That is the point where most mid-market teams need a way to connect the AI tools they have already chosen to the systems that run the business, without hiring a separate engineering team to wire it all together. This is where Make fits into the picture, worth naming once here rather than throughout this guide. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"ordered-list\",\"data\":{},\"content\":[{\"nodeType\":\"list-item\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Connecting tools that cannot otherwise talk to each other.\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\" \",\"marks\":[],\"data\":{}},{\"nodeType\":\"hyperlink\",\"data\":{\"uri\":\"https://www.make.com/en/ai-agents\"},\"content\":[{\"nodeType\":\"text\",\"value\":\"Make AI Agents\",\"marks\":[{\"type\":\"underline\"}],\"data\":{}}]},{\"nodeType\":\"text\",\"value\":\" let an AI reason and act inside a live process across more than 3,000 apps, instead of sitting in a separate chat window disconnected from the systems it should update.\",\"marks\":[],\"data\":{}}]}]},{\"nodeType\":\"list-item\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Keeping AI accountable, not just fast.\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\" Every decision an agent makes runs through a reasoning panel that shows what happened and why, and our \",\"marks\":[],\"data\":{}},{\"nodeType\":\"hyperlink\",\"data\":{\"uri\":\"https://www.make.com/en/blog/what-to-know-before-starting-ai-transformation\"},\"content\":[{\"nodeType\":\"text\",\"value\":\"guide on what to know before kicking off AI transformation\",\"marks\":[{\"type\":\"underline\"}],\"data\":{}}]},{\"nodeType\":\"text\",\"value\":\" covers the governance habits that keep errors from reaching a customer or a financial record.\",\"marks\":[],\"data\":{}}]}]},{\"nodeType\":\"list-item\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Seeing the whole system at once.\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\" \",\"marks\":[],\"data\":{}},{\"nodeType\":\"hyperlink\",\"data\":{\"uri\":\"https://www.make.com/en/grid\"},\"content\":[{\"nodeType\":\"text\",\"value\":\"Make Grid\",\"marks\":[{\"type\":\"underline\"}],\"data\":{}}]},{\"nodeType\":\"text\",\"value\":\" gives a real-time, automatically generated map of every automation and AI agent running across the business, the practical version of what Make calls a glass box, not a black box.\",\"marks\":[],\"data\":{}}]}]}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Teams that want this pattern already built for common use cases can start from \",\"marks\":[],\"data\":{}},{\"nodeType\":\"hyperlink\",\"data\":{\"uri\":\"https://www.make.com/en/ai-agents-library\"},\"content\":[{\"nodeType\":\"text\",\"value\":\"Make's Library of Agents\",\"marks\":[{\"type\":\"underline\"}],\"data\":{}}]},{\"nodeType\":\"text\",\"value\":\" rather than building from a blank canvas.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"The \",\"marks\":[],\"data\":{}},{\"nodeType\":\"hyperlink\",\"data\":{\"uri\":\"https://www.make.com/en/blog/workflow-automation\"},\"content\":[{\"nodeType\":\"text\",\"value\":\"2026 workflow automation guide\",\"marks\":[{\"type\":\"underline\"}],\"data\":{}}]},{\"nodeType\":\"text\",\"value\":\" covers how to keep processes maintainable once several of these are running at once.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"heading-2\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Your next move: from strategy document to operating model\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"A documented AI business strategy is only worth the paper it is written on once it changes how work gets done day to day. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"That does not require a large program or a long timeline. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"It requires naming one owner, picking one process with a clear outcome, and setting a quarterly date to check whether it is working.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Companies that treat AI adoption as the finish line stay stuck in pilots. Companies that treat it as the starting point for AI transformation are the ones showing up in next year's leadership data, not just this year's activity reports.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Start smaller than feels comfortable, and start this quarter.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"heading-2\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Frequently asked questions\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]},{\"nodeType\":\"heading-3\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"1. What's the difference between an AI strategy and an AI roadmap? \",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"A strategy sets the business outcomes AI should serve and who owns them. A roadmap is the sequenced plan for getting there, quarter by quarter. Most companies write a roadmap and call it a strategy, then wonder why nobody outside IT feels ownership of it. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"heading-3\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"2. Who should own AI business strategy at a mid-market company?\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Ownership should sit with a business leader close to the outcome, not with IT alone. A senior executive sponsor should back the initiative past its first budget review, since that is usually when unproven pilots get cut.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"heading-3\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"3. How often should an AI business strategy be reassessed?\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Quarterly. AI capabilities and vendor options shift fast enough that a plan set once a year is usually already outdated by the third quarter.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"heading-3\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"4. What's the difference between AI adoption and AI transformation?\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"AI adoption means using AI tools to do existing work faster. AI transformation means redesigning how work happens once a strategy has been running long enough to prove out. A working AI business strategy is the bridge between the two.\",\"marks\":[],\"data\":{}}]}]},\"author\":{\"metadata\":{\"tags\":[],\"concepts\":[]},\"sys\":{\"space\":{\"sys\":{\"type\":\"Link\",\"linkType\":\"Space\",\"id\":\"un655fb9wln6\"}},\"id\":\"1zVdQipzsSZxLKfbzRhVSH\",\"type\":\"Entry\",\"createdAt\":\"2026-04-23T14:44:00.573Z\",\"updatedAt\":\"2026-08-21T09:46:42.535Z\",\"environment\":{\"sys\":{\"id\":\"master\",\"type\":\"Link\",\"linkType\":\"Environment\"}},\"publishedVersion\":38,\"revision\":5,\"contentType\":{\"sys\":{\"type\":\"Link\",\"linkType\":\"ContentType\",\"id\":\"authorCard\"}},\"locale\":\"en-US\"},\"fields\":{\"comment\":\"Author Raife Dowley\",\"name\":\"Raife Dowley\",\"description\":\"Raife Dowley is an AI automation expert at Make, where he builds his own agentic workflows and tests new AI tools and techniques as they emerge, including local AI experiments in his spare time.\\n\\nHe came to content after years of hands-on platform experience in 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productivity\",\"slug\":\"workplace productivity\",\"topic\":true}}],\"date\":\"2026-07-20\",\"readTime\":600,\"bodyText\":{\"nodeType\":\"document\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"AI adoption is the organisational process of moving AI usage from isolated experiments into everyday operational use across teams, workflows, and decisions. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"It matters because \",\"marks\":[],\"data\":{}},{\"nodeType\":\"hyperlink\",\"data\":{\"uri\":\"https://www.deloitte.com/us/en/what-we-do/capabilities/applied-artificial-intelligence/content/state-of-ai-in-the-enterprise.html\"},\"content\":[{\"nodeType\":\"text\",\"value\":\"37% of organizations\",\"marks\":[{\"type\":\"underline\"}],\"data\":{}}]},{\"nodeType\":\"text\",\"value\":\" are still using AI only at a surface level, with little or no change to existing processes, while just a third are using it to deeply transform how they work. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Unlike automation or straightforward digital transformation, AI adoption involves systems that learn from data and adjust their outputs over time, rather than following fixed rules. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"This guide explains what durable\",\"marks\":[],\"data\":{}},{\"nodeType\":\"hyperlink\",\"data\":{\"uri\":\"https://www.make.com/en/blog/ai-transformation\"},\"content\":[{\"nodeType\":\"text\",\"value\":\" \",\"marks\":[],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"AI transformation\",\"marks\":[{\"type\":\"underline\"}],\"data\":{}}]},{\"nodeType\":\"text\",\"value\":\" requires: leadership climate, skills progression, governance, and how to make AI a dependable part of how work gets done across your teams.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"For mid-market companies, \",\"marks\":[],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"AI adoption\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\" is the bridge between promising pilots and operational impact that shows up in cycle times, customer response quality, and headcount leverage.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"heading-3\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"What is AI adoption and where to start?\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"AI adoption\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\" refers to the process of introducing AI tools and abilities into an organisation: identifying use cases, selecting models and platforms, connecting AI to source systems, training staff, and embedding oversight. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"The scope extends well past buying licences for a chat assistant. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"It includes redesigning workflows so AI outputs feed downstream steps, wiring model calls into a Make \",\"marks\":[],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"scenario\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\" that routes results to the right system, and instrumenting each \",\"marks\":[],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"operation\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\" so leaders can see where AI actually saves time.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Scope also covers the human layer. Adoption depends on clear permission from leadership, visible internal examples, and enablement that helps non-technical staff describe problems AI can solve. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"If you want a structured way to size where your teams sit today, the \",\"marks\":[],\"data\":{}},{\"nodeType\":\"hyperlink\",\"data\":{\"uri\":\"https://www.make.com/en/blog/your-ai-benchmark\"},\"content\":[{\"nodeType\":\"text\",\"value\":\"AI benchmark\",\"marks\":[{\"type\":\"underline\"}],\"data\":{}}]},{\"nodeType\":\"text\",\"value\":\" gives a practical reference point for maturity conversations.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"heading-3\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"What are the main stages of AI adoption?\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"AI maturity moves through five recognised stages, per \",\"marks\":[],\"data\":{}},{\"nodeType\":\"hyperlink\",\"data\":{\"uri\":\"https://www.bmc.com/blogs/ai-maturity-models/\"},\"content\":[{\"nodeType\":\"text\",\"value\":\"Gartner's AI Maturity Model\",\"marks\":[{\"type\":\"underline\"}],\"data\":{}}]},{\"nodeType\":\"text\",\"value\":\":\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"table\",\"data\":{},\"content\":[{\"nodeType\":\"table-row\",\"data\":{},\"content\":[{\"nodeType\":\"table-cell\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Stage\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]}]},{\"nodeType\":\"table-cell\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"What it looks like\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]}]}]},{\"nodeType\":\"table-row\",\"data\":{},\"content\":[{\"nodeType\":\"table-cell\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Awareness\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]}]},{\"nodeType\":\"table-cell\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"The organisation knows about AI but has not used it yet. No pilots or experiments are underway.\",\"marks\":[],\"data\":{}}]}]}]},{\"nodeType\":\"table-row\",\"data\":{},\"content\":[{\"nodeType\":\"table-cell\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Active\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]}]},{\"nodeType\":\"table-cell\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"AI appears in proofs of concept and informal experimentation.\",\"marks\":[],\"data\":{}}]}]}]},{\"nodeType\":\"table-row\",\"data\":{},\"content\":[{\"nodeType\":\"table-cell\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Operational\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]}]},{\"nodeType\":\"table-cell\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"AI is used in at least one 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budget\",\"marks\":[],\"data\":{}}]}]},{\"nodeType\":\"list-item\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Operations or automation lead\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\": owns the platform, guardrails, and shared connection registry\",\"marks\":[],\"data\":{}}]}]},{\"nodeType\":\"list-item\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Department leads\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\": own use cases in their domain\",\"marks\":[],\"data\":{}}]}]},{\"nodeType\":\"list-item\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"IT and security\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\": define acceptable data flows, model providers, and logging\",\"marks\":[],\"data\":{}}]}]},{\"nodeType\":\"list-item\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Centre of enablement\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\": curates patterns, maintains a template library in the Scenario Builder, and trains staff to describe outcomes\",\"marks\":[],\"data\":{}}]}]}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"A published \",\"marks\":[],\"data\":{}},{\"nodeType\":\"hyperlink\",\"data\":{\"uri\":\"https://www.make.com/en/blog/personalized-ai-automation-strategy-with-make-ai-playbook\"},\"content\":[{\"nodeType\":\"text\",\"value\":\"AI playbook\",\"marks\":[{\"type\":\"underline\"}],\"data\":{}}]},{\"nodeType\":\"text\",\"value\":\" keeps these roles legible across the organisation.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"heading-2\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Why does AI adoption matter for an organisation?\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"AI adoption matters because it decides whether an organisation gets lasting value from AI or keeps spending budget on experiments that never make it into production.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"For mid-market teams, the difference is stark: a few people running personal prompts on one side, and a coordinated system on the other, where scenarios, agents, and human review work together across finance, support, marketing, and operations. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Getting this right affects cost, what your employees are capable of, and how you compare to competitors. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"That is why AI adoption needs to be run as a strategic programme, not treated as a one-off tooling decision.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"heading-3\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Operational impact\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"AI adoption changes how repetitive, low-judgement work moves through the business. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"When a Make scenario connects a model to your systems of record, tasks like ticket triage, invoice coding, lead enrichment, and content drafting move from manual queues into supervised automation. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"The\",\"marks\":[],\"data\":{}},{\"nodeType\":\"hyperlink\",\"data\":{\"uri\":\"https://www.make.com/en/blog/agentic-loop\"},\"content\":[{\"nodeType\":\"text\",\"value\":\" \",\"marks\":[],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"agentic loop\",\"marks\":[{\"type\":\"underline\"}],\"data\":{}}]},{\"nodeType\":\"text\",\"value\":\" pattern, where an agent plans a task, calls tools, checks the result, and repeats until done, extends this to multi-step processes that used to need a person at every step.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"unordered-list\",\"data\":{},\"content\":[{\"nodeType\":\"list-item\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Cycle times drop when modules like OpenAI - Create a Chat Completion and HTTP - Make a Request replace manual copy and paste between systems.\",\"marks\":[],\"data\":{}}]}]},{\"nodeType\":\"list-item\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Error rates fall when a Router sends unclear cases to a human reviewer while confident results go straight through.\",\"marks\":[],\"data\":{}}]}]},{\"nodeType\":\"list-item\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Teams get more capacity without adding headcount, freeing analysts and operators for higher-value work.\\\"\",\"marks\":[],\"data\":{}}]}]}]},{\"nodeType\":\"heading-3\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Workforce readiness\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"AI adoption raises the skill level across the whole team and beyond.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"As employees move from casual chatbot use to building and reviewing scenarios, they learn to write clear inputs, judge whether a model's output is correct, and build in a fallback when it is not. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"This skill spreads: a support lead who understands how a \",\"marks\":[],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"Slack - Create a Message\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\" alert gets triggered by an agent's decision can suggest the next automation, check its results, and teach others. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Without that progression, tools go unused and gaps in oversight get wider.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"heading-3\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Competitive positioning\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Companies that use AI in daily operations, not just pilots, can respond to customers faster, price more accurately, and ship product changes with fewer delays. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"The\",\"marks\":[],\"data\":{}},{\"nodeType\":\"hyperlink\",\"data\":{\"uri\":\"https://www.make.com/en/success-stories/franklin-covey-make-success-story\"},\"content\":[{\"nodeType\":\"text\",\"value\":\" \",\"marks\":[],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"Franklin Covey story\",\"marks\":[{\"type\":\"underline\"}],\"data\":{}}]},{\"nodeType\":\"text\",\"value\":\" shows how one mid-market organisation turned connected scenarios into repeatable gains in revenue and service. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Companies that stay stuck at the pilot stage tend to fall behind on cost per transaction and response quality over time, as competitors build up a library of working automations, connections, and internal know-how.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"heading-2\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"How does AI adoption work?\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"AI adoption works by combining four things: a clear use case, a data and model layer, a workflow layer that puts AI output into real business processes, and a feedback loop that improves the model and the process over time.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"In Make, that means connecting AI providers inside a visual scenario, where each module does one job: fetching data, calling a model, routing the result, and writing it back to your systems of record. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"AI adoption succeeds when these four layers work together as one system, not as separate experiments.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"heading-3\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Core mechanism\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"At its core, AI adoption turns a model's probabilistic output into a reliable business action. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"A trigger module such as \",\"marks\":[],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"Gmail - Watch Emails\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\" or \",\"marks\":[],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"Google Sheets - Search Rows\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\" passes structured data to a model call like \",\"marks\":[],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"OpenAI - Create a Chat Completion\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\" or \",\"marks\":[],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"Anthropic Claude - Send a Message. \",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"The response gets parsed, checked, and passed to a Router that decides what happens next. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Each pass through the scenario is one operation, and the Scenario Builder shows every decision point, which is what lets teams\",\"marks\":[],\"data\":{}},{\"nodeType\":\"hyperlink\",\"data\":{\"uri\":\"https://www.make.com/en/how-to-guides/build-ai-agents\"},\"content\":[{\"nodeType\":\"text\",\"value\":\" \",\"marks\":[],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"build AI agents\",\"marks\":[{\"type\":\"underline\"}],\"data\":{}}]},{\"nodeType\":\"text\",\"value\":\" that work reliably instead of just in testing.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"PRO TIP: \",\"marks\":[{\"type\":\"bold\"},{\"type\":\"underline\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"Start with one high-volume workflow, for example inbound lead triage using OpenAI - Create a Chat Completion feeding a Router, and prove value on that single scenario before scaling to adjacent processes.\",\"marks\":[{\"type\":\"italic\"},{\"type\":\"underline\"}],\"data\":{}}]},{\"nodeType\":\"heading-3\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Key components\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Four key areas take AI adoption from pilot to production:\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"unordered-list\",\"data\":{},\"content\":[{\"nodeType\":\"list-item\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Model layer:\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\" supplies reasoning through provider modules such as \",\"marks\":[],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"OpenAI - Create a Chat Completion\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\", \",\"marks\":[],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"Anthropic Claude - Send a Message\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\", or a \",\"marks\":[],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"custom HTTP - Make a Request\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\" call to an internal endpoint.\",\"marks\":[],\"data\":{}}]}]},{\"nodeType\":\"list-item\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Data layer:\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\" supplies context through system-of-record modules like \",\"marks\":[],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"Monday - Get an Item,\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\" \",\"marks\":[],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"Google Sheets - Search Rows\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\", and \",\"marks\":[],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"Slack - Create a Message\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\".\",\"marks\":[],\"data\":{}}]}]},{\"nodeType\":\"list-item\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Orchestration layer:\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\" coordinates the flow using a scenario plus \",\"marks\":[],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"Iterator\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\", \",\"marks\":[],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"Aggregator, Router, 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\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"From there it flows through a route that separates confident answers from cases that need a human to check. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"The Iterator splits list data into individual items. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"The Aggregator puts model outputs back together into a single record for the final write. Every step passes a bundle to the next module. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"A second scenario can capture reviewer corrections and log them, closing the feedback loop. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Teams that need more conversational, multi-step orchestration can extend this pattern with\",\"marks\":[],\"data\":{}},{\"nodeType\":\"hyperlink\",\"data\":{\"uri\":\"https://www.make.com/en/ai-agents\"},\"content\":[{\"nodeType\":\"text\",\"value\":\" \",\"marks\":[],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"AI agents\",\"marks\":[{\"type\":\"underline\"}],\"data\":{}}]},{\"nodeType\":\"text\",\"value\":\" that plan actions across the same modules.\\\"\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"heading-2\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"AI adoption use cases\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"AI adoption use cases are key, in order to show how mid-market teams move from isolated experiments to operational, everyday use of AI across support, finance, and revenue teams. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"The three scenarios below reflect common entry points where \",\"marks\":[],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"scenarios\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\" built in Make combine LLMs with system-of-record data to produce predictable, measurable outcomes. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Each one starts with a single high-volume workflow, proves value, and then extends into adjacent processes as confidence grows.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"heading-3\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"1. Customer support automation\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Support ticket triage is one of the highest-return AI adoption entry points because inbound volume is predictable, categories are learnable, and reply drafts save agent minutes on every message. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"A Make \",\"marks\":[],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"scenario\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\" can watch a shared inbox with \",\"marks\":[],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"Gmail - Watch Emails\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\", pass the subject and body to \",\"marks\":[],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"OpenAI - Create a Chat Completion\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\" for classification and summarisation.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Afterwards, use a \",\"marks\":[],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"Router\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\" to send urgent billing issues to \",\"marks\":[],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"Slack - Create a Message\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\", log technical problems into \",\"marks\":[],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"HubSpot - Create a Ticket\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\", and draft replies to general questions with \",\"marks\":[],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"Gmail - Create a Draft\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\". \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Real-world deployments have followed this pattern too. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"The \",\"marks\":[],\"data\":{}},{\"nodeType\":\"hyperlink\",\"data\":{\"uri\":\"https://www.make.com/en/success-stories/stellantis-make-ai-customer-support-automation\"},\"content\":[{\"nodeType\":\"text\",\"value\":\"Stellantis customer support\",\"marks\":[{\"type\":\"underline\"}],\"data\":{}}]},{\"nodeType\":\"text\",\"value\":\" team uses Make to automate large-scale ticket handling, and reference architectures for \",\"marks\":[],\"data\":{}},{\"nodeType\":\"hyperlink\",\"data\":{\"uri\":\"https://www.make.com/en/blog/best-ai-agents-for-customer-support\"},\"content\":[{\"nodeType\":\"text\",\"value\":\"customer support agents\",\"marks\":[{\"type\":\"underline\"}],\"data\":{}}]},{\"nodeType\":\"text\",\"value\":\" show how classification, retrieval, and reply drafting layer together inside one \",\"marks\":[],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"scenario\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\".\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"embedded-asset-block\",\"data\":{\"target\":{\"metadata\":{\"tags\":[],\"concepts\":[]},\"sys\":{\"space\":{\"sys\":{\"type\":\"Link\",\"linkType\":\"Space\",\"id\":\"un655fb9wln6\"}},\"id\":\"2YWug1vDddabKcyrpdNFLf\",\"type\":\"Asset\",\"createdAt\":\"2026-07-20T12:39:44.086Z\",\"updatedAt\":\"2026-07-20T12:39:44.086Z\",\"environment\":{\"sys\":{\"id\":\"master\",\"type\":\"Link\",\"linkType\":\"Environment\"}},\"publishedVersion\":4,\"revision\":1,\"locale\":\"en-US\"},\"fields\":{\"title\":\"AI-support-ticket-triage-and-reply-drafting\",\"description\":\"Make scenario routing support emails through OpenAI classifier to Slack HubSpot and Gmail draft replies\\n\",\"file\":{\"url\":\"//images.ctfassets.net/un655fb9wln6/2YWug1vDddabKcyrpdNFLf/ac67552d97c0a037c3211d4912074ff5/AI-support-ticket-triage-and-reply-drafting.png\",\"details\":{\"size\":219717,\"image\":{\"width\":1912,\"height\":871}},\"fileName\":\"AI-support-ticket-triage-and-reply-drafting.png\",\"contentType\":\"image/png\"}}}},\"content\":[]},{\"nodeType\":\"heading-3\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"2. Finance and reporting workflows\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Finance reporting bots turn recurring close activities into governed \",\"marks\":[],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"scenarios\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\" where AI handles narrative work and Make handles data movement. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"A month-end reporting \",\"marks\":[],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"scenario\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\" can pull ledger balances with \",\"marks\":[],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"Google Sheets - Search Rows\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\", aggregate line items through an \",\"marks\":[],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"Aggregator\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\", send the structured summary to \",\"marks\":[],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"Anthropic Claude - Send a Message\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\" for variance commentary, then post the finished brief into \",\"marks\":[],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"Slack - Create a Message\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\" and archive a PDF version to a shared drive. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Similar patterns cover expense categorisation, invoice extraction, and cash flow narratives.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"The \",\"marks\":[],\"data\":{}},{\"nodeType\":\"hyperlink\",\"data\":{\"uri\":\"https://www.make.com/en/success-stories/make-helps-finn-empower-teams-to-innovate-at-speed\"},\"content\":[{\"nodeType\":\"text\",\"value\":\"Finn empowers teams\",\"marks\":[{\"type\":\"underline\"}],\"data\":{}}]},{\"nodeType\":\"text\",\"value\":\" story illustrates how operations groups extend these \",\"marks\":[],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"scenarios\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\" across departments once the first workflow is stable.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"heading-3\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"3. Sales and marketing operations\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Lead scoring and pipeline cleanup are natural next steps, since revenue teams already track structured signals. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"A Make scenario can trigger on a new HubSpot contact, enrich the record through HTTP - Make a Request, score fit and intent with OpenAI - Create a Chat Completion, and route qualified leads into the right sequence using a Switcher and a Set Variable module.\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Marketing teams can add content drafting, campaign summaries, and outbound personalisation into the same scenario family. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Recruiting teams run similar patterns too. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"The\",\"marks\":[],\"data\":{}},{\"nodeType\":\"hyperlink\",\"data\":{\"uri\":\"https://www.make.com/en/how-to-guides/ai-recruiting-agent\"},\"content\":[{\"nodeType\":\"text\",\"value\":\" \",\"marks\":[],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"AI recruiting agent\",\"marks\":[{\"type\":\"underline\"}],\"data\":{}}]},{\"nodeType\":\"text\",\"value\":\" guide walks through a candidate-focused version that uses the same modules.\\n\",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"heading-2\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"How to check if your organisation is ready to adopt AI?\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"AI adoption readiness comes down to three things: governance and data, skills and enablement, and tooling and integration. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Each one has practical signs mid-market teams can check before scaling automation and agentic workflows. \",\"marks\":[],\"data\":{}}]},{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"The table below sets out the criteria, what to look for, and why each one matters for moving from pilot to production inside a Make \",\"marks\":[],\"data\":{}},{\"nodeType\":\"text\",\"value\":\"scenario\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}},{\"nodeType\":\"text\",\"value\":\" or a wider agent 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\",\"marks\":[],\"data\":{}},{\"nodeType\":\"hyperlink\",\"data\":{\"uri\":\"https://www.make.com/en/blog/best-ai-agent-platforms\"},\"content\":[{\"nodeType\":\"text\",\"value\":\"AI agent platforms\",\"marks\":[{\"type\":\"underline\"}],\"data\":{}}]},{\"nodeType\":\"text\",\"value\":\"\",\"marks\":[],\"data\":{}}]}]},{\"nodeType\":\"table-cell\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Fewer custom bridges means faster delivery and lower maintenance\",\"marks\":[],\"data\":{}}]}]}]},{\"nodeType\":\"table-row\",\"data\":{},\"content\":[{\"nodeType\":\"table-cell\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Change management\",\"marks\":[{\"type\":\"bold\"}],\"data\":{}}]}]},{\"nodeType\":\"table-cell\",\"data\":{},\"content\":[{\"nodeType\":\"paragraph\",\"data\":{},\"content\":[{\"nodeType\":\"text\",\"value\":\"Version history, staging 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