Most AI pilots succeed. Most AI rollouts fail. The gap isn't technology - it's how organizations approach the transition from experiment to enterprise.
The Two Phases of Stuck
Phase 1: The Easy Kind
When daily business pressures interfere with AI rollout, the underlying technology and value proposition remain sound. One committed champion can build multiple use cases weekly. Solutions are tactical: focus, commitment, and structured time allocation.
Phase 2: The Real Wall
Use cases exist but don't gain traction. Leadership understands the value, yet middle management and individual contributors resist adoption. The organization stalls between executive enthusiasm and operational resistance.
The Core Problem: The Echo Chamber
Those driving AI adoption often inhabit an insular community of believers. The broader organization hasn't experienced these initiatives firsthand and continues established workflows. When rollout occurs, implementation teams encounter organizational skepticism.
The Missing Question
Organizations fail to answer what I call the fundamental adoption driver: "What's in it for me?"
Workers need personal benefits, not just organizational gains. When individuals recognize intrinsic value, adoption accelerates. When value remains unclear, compliance remains superficial at best.
Why Adoption Stalls
Enthusiasm Gap: Technology champions' excitement doesn't automatically translate to frontline workers who see another learning burden.
Communication Misalignment: Different audiences require different messaging - executives prioritize competitive advantage; managers want stability; workers seek personal improvement.
Change Fatigue: Employees skeptical of previous initiatives dismiss new programs without genuine consideration.
Effective Solutions
Individual Focus: Articulate specific benefits for each affected role - less tedious work, fewer interruptions, reduced stress.
Concrete Examples: Replace abstract claims with tangible scenarios demonstrating real before-and-after improvements.
Discovery Over Direction: Allow workers to personally experience tools within their workflows rather than mandate top-down training.
Key Takeaway
Successful scaling requires shifting from pushing adoption to helping stakeholders genuinely recognize value themselves. When people discover benefits independently, they become advocates rather than reluctant participants.