Navigating the Sale and UX of AI Products in Enterprises

With GenAI and LLMs comes great potential to delight and damage customer relationships—both during the sale, and in the UI/UX. However, are B2B AI product teams actually producing real outcomes, on the business side and the UX side, such that customers find these products easy to buy, trustworthy and indispensable? 

What is changing with customer problems as a result of LLM and GenAI technologies becoming more readily available to implement into B2B software? Anything?

Is your current product or feature development being driven by the fact you might be able to now solve it with AI? The “AI-first” team sounds like it’s cutting edge, but is that really determining what a customer will actually buy from you? 

Today I want to talk to you about the interplay of GenAI, customer trust (both user and buyer trust), and the role of UX in products using probabilistic technology.  

These thoughts are based on my own perceptions as a “user” of AI “solutions,” (quotes intentional!), conversations with prospects and clients at my company (Designing for Analytics), as well as the bright minds I mentor over at the MIT Sandbox innovation fund. I also wrote an article about this subject if you’d rather read an abridged version of my thoughts.

Highlights/ Skip to:

• AI and LLM-Powered Products Do Not Turn Customer Problems into “Now” and “Expensive” Problems (4:03)
• Trust and Transparency in the Sale and the Product UX: Handling LLM Hallucinations (Confabulations) and Designing for Model Interpretability (9:44)
• Selling AI Products to Customers Who Aren’t Users (13:28)
• How LLM Hallucinations and Model Interpretability Impact User Trust of Your Product (16:10)
• Probabilistic UIs and LLMs Don’t Negate the Need to Design for Outcomes (22:48)
• How AI Changes (or Doesn’t) Our Benchmark Use Cases and UX Outcomes (28:41)
• Closing Thoughts (32:36)

• “Putting AI or GenAI into a product does not change the urgency or the depth of a particular customer problem; it just changes the solution space. Technology shifts in the last ten years have enabled founders to come up with all sorts of novel ways to leverage traditional machine learning, symbolic AI, and LLMs to create new products and disrupt established products; however, it would be foolish to ignore these developments as a product leader. All this technology does is change the possible solutions you can create. It does not change your customer situation, problem, or pain, either in the depth, or severity, or frequency. In fact, it might actually cause some new problems. I feel like most teams spend a lot more time living in the solution space than they do in the problem space. Fall in love with the problem and love that problem regardless of how the solution space may continue to change.” (4:51)
• “Narrowly targeted, specialized AI products are going to beat solutions trying to solve problems for multiple buyers and customers. If you’re building a narrow, specific product for a narrow, specific audience, one of the things you have on your side is a solution focused on a specific domain used by people who have specific domain experience. You may not need a trillion-parameter LLM to provide significant value to your customer. AI products that have a more specific focus and address a very narrow ICP I believe are more likely to succeed than those trying to serve too many use cases—especially when GenAI is being leveraged to deliver the value. I think this can be true even for platform products as well. Narrowing the audience you want to serve also narrows the scope of the product, which in turn should increase the value that you bring to that audience—in part because you probably will have fewer trust, usability, and utility problems resulting from trying to leverage a model for a wide range of use cases.” (17:18)
• “Probabilistic UIs and LLMs are going to create big problems for product teams, particularly if they lack a set of guiding benchmark use cases. I talk a lot about benchmark use cases as a core design principle and data-rich enterprise products. Why? Because a lot of B2B and enterprise products fall into the game of ‘adding more stuff over time.’ ‘Add it so you can sell it.’ As products and software companies begin to mature, you start having product owners and PMs attached to specific technologies or parts of a product. Figuring out how to improve the customer’s experience over time against the most critical problems and needs they have is a harder game to play than simply adding more stuff— especially if you have no benchmark use cases to hold you accountable. It’s hard to make the product indispensable if it’s trying to do 100 things for 100 people.“ (22:48)
• “Product is a hard game, and design and UX is by far not the only aspect of product that we need to get right. A lot of designers don’t understand this, and they think if they just nail design and UX, then everything else solves itself. The reason the design and experience part is hard is that it’s tied to behavior change– especially if you are ‘disrupting’ an industry, incumbent tool, application, or product. You are in the behavior-change game, and it’s really hard to get it right. But when you get it right, it can be really amazing and transformative.” (28:01)
• “If your AI product is trying to do a wide variety of things for a wide variety of personas, it’s going to be harder to determine appropriate benchmarks and UX outcomes to measure and design against. Given LLM hallucinations, the increased problem of trust, model drift problems, etc., your AI product has to actually innovate in a way that is both meaningful and observable to the customer. It doesn’t matter what your AI is trying to “fix.” If they can’t see what the benefit is to them personally, it doesn’t really matter if technically you’ve done something in a new and novel way. They’re just not going to care because that question of what’s in it for me is always sitting behind, in their brain, whether it’s stated out loud or not.” (29:32)

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