AI that pays off: Designing for value, not headlines

Unlocking AI’s True Value: Strategies for Profitable Innovation at Web Summit Lisbon 2025

Jon Carr-Harris, CEO of CRED, shared insights on AI’s value at Web Summit Lisbon 2025. A seasoned founder and investor, he has witnessed significant tech shifts. CRED uses AI for data-driven insights, helping enterprises understand behavior for profitability.

The world moves towards abundance, driven by robotics and software. Of $40 trillion spent annually on business services, 25% are digitally delivered and poised for radical AI transformation. This impacts incumbents, whose stock values reflect challenges from new AI-driven entrants.

Startups hold a distinct advantage in the AI landscape, innovating without legacy constraints. Decreasing compute costs enable new approaches to intelligence and data processing. This fosters rapid adaptation, allowing startups to develop novel solutions and redefine software creation, promoting agility.

Automation is central to CRED’s operations. Mr. Carr-Harris noted 90% of their front-end development is automated using custom agents, also handling QA. This significantly reduces software development costs. “Automation engineers” identify and automate internal functions, streamlining operations.

Focus shifts from development output to strategic input. With building costs nearing zero, careful consideration of what to create is paramount. A new challenge is ensuring customers utilize a rapid influx of new features. This paradigm empowers small teams to achieve ambitious results.

CRED successfully entered the enterprise market, securing 50 customers in 18 months, including major sports entities like the NBA, PGA, Chelsea, and Arsenal. This success stems from understanding customer needs and delivering tangible business value via AI-driven automation.

Mr. Carr-Harris advocates for “proof of value” over “proof of concept.” The emphasis is on demonstrating concrete customer value, ensuring real results, not just theoretical feasibility. This avoids innovation labs. Measuring ROI, through quantifiable time savings and revenue, is now more straightforward.

To differentiate in a crowded AI market, businesses must establish a unique “moat.” Identifying what makes an offering distinct is crucial to cut through the noise. A “land and expand” strategy is vital; growing existing customer relationships is more efficient than acquiring new clients.

For an AI business to be investable, a robust distribution strategy is essential. Enterprise sales often require a relationship-based model. Cultivating customer evangelists is key, as satisfied clients will champion the product. Over-delivering on promises ensures long-term success.

For funding, entrepreneurs must highlight unique insights and capabilities. Demonstrating market opportunity and projected growth is crucial. Investors prioritize traction and growth, focusing on retention and net revenue. Happy customer references, like CRED’s $15 million seed round, are invaluable.