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McKinsey Medium Growth Strategy AI Implementation

AI in the Clouds

#Tech
ProHub Comment

This case tests candidates' ability to identify AI applications within a business process (sales) and quantify their impact. It combines strategic thinking about digital transformation with operational problem-solving, requiring candidates to analyze workflow inefficiencies, brainstorm use cases, and calculate ROI—a comprehensive test of consulting fundamentals.

Estimated Time 15 minutes
Difficulty Medium
Source Duke
50 / 100
Our client, AVS Cloud, is one of the leading cloud service providers globally. Despite strong market demand for cloud infrastructure, AVS Cloud has seen slower revenue growth and declining customer conversion rates over the past two years, while competitors have aggressively captured market share. The CEO is concerned that AVS Cloud’s sales force productivity has stagnated, with longer sales cycles and lower conversion rates. The leadership team is exploring how AI can be leveraged to enhance sales team productivity, support client acquisition and retention, and ultimately restore market dominance. How would you identify opportunities for AI to strengthen the sales process and improve sales productivity at AVS Cloud?

Clarifying Information

  1. Objective: Improving the productivity of Sales team using AI and driving revenue growth
  2. Business Model: AVS Cloud provides usage-based cloud services to Enterprises along with other products
  3. Geography: Not focused on geography, it’s a global leader
  4. Timeline: Insights needed ASAP for implementation
  5. Productivity definition: Will discuss later in the case