--- id: video/YIeE63Kn8sI type: video title: "Episode 517: Flip the Script: Start with Your Business Problem, Not the AI Tool" summary: "Dynamics Corner podcast with Matt Shrubsole (Red Hawk Technologies) on starting AI adoption from the business problem, not the tool. It is general strategy and covers no specific Business Central features. Topics: a downloadable AI decision matrix, mapping opportunity to cash, data privacy checks when choosing a tool, AI policy and shadow IT, agent guardrails and token costs, fractional CIOs, and value-based pricing for professional services." tier: community language: en tags: - ai strategy - business process optimization - opportunity to cash - workflow automation - ai decision matrix - human in the loop - business transformation - ai implementation approach - ai governance - data privacy - shadow it - ai policy system: copilot review: state: reviewed by: opus at: "2026-10-07T23:20:38.222Z" flags: [] generated: at: "2026-10-07T23:20:38.309Z" pipeline: 0.2.0 prompts: extract-video: 1 summarize-video: 2 input_hash: de6dd0e6447a138397e56e2409caadaecf39be75ac8e0f912944a4add7f1241f evidence: - kind: video url: https://www.youtube.com/watch?v=YIeE63Kn8sI&t=656s title: "Episode 517: Flip the Script: Start with Your Business Problem, Not the AI Tool" date: "2026-05-12T13:00:06.000Z" commit: null t: 656 quote: I think that it's very much along the lines of traditional business strategic planning. If for example, take AI completely out of the conversation. - kind: video url: https://www.youtube.com/watch?v=YIeE63Kn8sI&t=741s title: "Episode 517: Flip the Script: Start with Your Business Problem, Not the AI Tool" date: "2026-05-12T13:00:06.000Z" commit: null t: 741 quote: i would say flip the script look at your business holistically first and think about - kind: video url: https://www.youtube.com/watch?v=YIeE63Kn8sI&t=767s title: "Episode 517: Flip the Script: Start with Your Business Problem, Not the AI Tool" date: "2026-05-12T13:00:06.000Z" commit: null t: 767 quote: But really what you're doing is you're talking about the business challenge first to find the opportunities. - kind: video url: https://www.youtube.com/watch?v=YIeE63Kn8sI&t=779s title: "Episode 517: Flip the Script: Start with Your Business Problem, Not the AI Tool" date: "2026-05-12T13:00:06.000Z" commit: null t: 779 quote: we actually created an AI decision matrix. It's really pretty simple. And you know, people can download it on our website - kind: video url: https://www.youtube.com/watch?v=YIeE63Kn8sI&t=815s title: "Episode 517: Flip the Script: Start with Your Business Problem, Not the AI Tool" date: "2026-05-12T13:00:06.000Z" commit: null t: 815 quote: Because, you know, you if you're talking about opportunity to cash, right? Every business is opportunity to cash. links: learn: [] objects: [] features: [] topics: [] localizations: [] videos: [] posts: [] guidelines: [] video_id: YIeE63Kn8sI channel: yt-dynamicscorner source_name: Dynamics Corner podcast url: https://www.youtube.com/watch?v=YIeE63Kn8sI published_at: "2026-05-12T13:00:06.000Z" duration_s: 3744 captions: derived audience: - decision maker - administrator - functional consultant - partner chapters: - t: 0 title: Introduction and context - t: 15 title: Welcome to Dynamics Corner and guest introduction - t: 318 title: Matt Shrubsole background and Red Hawk Technologies - t: 352 title: AI as a tool and personal assistant - t: 444 title: Real-world AI applications and limitations - t: 533 title: Starting the AI journey - finding the right questions - t: 656 title: Flipping the script - business-first approach - t: 779 title: Start with business problems and AI decision matrix - t: 925 title: Mapping opportunity to cash and identifying inefficiencies - t: 1057 title: Using AI as research assistant and choosing AI tools - t: 1351 title: AI tool selection and data privacy validation - t: 1509 title: AI policy governance and shadow IT risks - t: 1706 title: Cost implications and prerequisites before agent implementation - t: 1873 title: Finding reliable help and fractional expertise - t: 2108 title: Scaling AI oversight and getting started with conferences and peers - t: 2351 title: Agent reality and setting guardrails - t: 2505 title: Cost of running agents and influencer hype - t: 2744 title: Client expectations and automation success stories - t: 2937 title: Business readiness and value-based pricing impacts - t: 3132 title: AI impact on professional services billing models - t: 3365 title: AI agents for CVE remediation and automated documentation - t: 3573 title: Closing remarks and guest contact information - t: 3678 title: Episode conclusion features: - name: AI decision matrix status: unclear t: 779 verified: false status_source: video - name: Business-first AI approach status: unclear t: 656 verified: false status_source: video - name: Opportunity to cash workflow status: unclear t: 815 verified: false status_source: video - name: AI as personal assistant status: unclear t: 402 verified: false status_source: video - name: Agentic workflow optimization status: unclear t: 925 verified: false status_source: video - name: AI notebook as research assistant status: unclear t: 1080 verified: false status_source: video - name: AI tool selection guidance for non-technical users status: unclear t: 1351 verified: false status_source: video - name: Data privacy validation for AI tool selection status: unclear t: 1393 verified: false status_source: video - name: AI governance and policy framework status: unclear t: 1509 verified: false status_source: video - name: AI cost monitoring and token limits status: unclear t: 1678 verified: false status_source: video - name: AI agents with guardrails and boundary setting status: unclear t: 2397 verified: false status_source: video - name: Data quality prerequisites for AI agents status: unclear t: 1824 verified: false status_source: video - name: Fractional CIO model for AI governance status: unclear t: 2157 verified: false status_source: video - name: AI-driven quality assurance and testing status: unclear t: 2711 verified: false status_source: video - name: Value-based pricing model adoption status: unclear t: 3069 verified: false status_source: video - name: Agentic workflows for CVE remediation status: unclear t: 3387 verified: false status_source: video - name: Automated technical documentation generation status: unclear t: 3416 verified: false status_source: video - name: AI documentation for AI agent maintenance status: unclear t: 3509 verified: false status_source: video objects_mentioned: [] quotes: - t: 656 text: I think that it's very much along the lines of traditional business strategic planning. If for example, take AI completely out of the conversation. check: exact - t: 741 text: i would say flip the script look at your business holistically first and think about check: fuzzy - t: 767 text: But really what you're doing is you're talking about the business challenge first to find the opportunities. check: exact - t: 779 text: we actually created an AI decision matrix. It's really pretty simple. And you know, people can download it on our website check: exact - t: 815 text: Because, you know, you if you're talking about opportunity to cash, right? Every business is opportunity to cash. check: exact --- # Episode 517: Flip the Script: Start with Your Business Problem, Not the AI Tool > Dynamics Corner podcast with Matt Shrubsole (Red Hawk Technologies) on starting AI adoption from the business problem, not the tool. It is general strategy and covers no specific Business Central features. Topics: a downloadable AI decision matrix, mapping opportunity to cash, data privacy checks when choosing a tool, AI policy and shadow IT, agent guardrails and token costs, fractional CIOs, and value-based pricing for professional services. [Watch on YouTube](https://www.youtube.com/watch?v=YIeE63Kn8sI) · Dynamics Corner podcast · 2026-05-12 · 1:02:24 · tier community · reviewed (checked by Opus) ## Overview Dynamics Corner episode 517 features Matt Shrubsole of Red Hawk Technologies. He argues that AI planning should look like normal business strategic planning: identify costly workflows, compliance failures and transaction-heavy processes first, then decide where AI, an agentic workflow or an integration helps. Mapping the opportunity to cash flow and using a notebook tool to query interview and meeting data are given as ways to find inefficiencies. The discussion then covers practical risks and effects. These include checking that a tool does not train on your data, setting an AI policy with an owner and pre-onboarding tests, shadow IT, token costs without limits, and clean data as a prerequisite for agents. It closes with agent guardrails, fractional CIOs, examples of CVE remediation and automated documentation, and how AI efficiency pushes professional services toward value-based pricing. ## Key points - Start with the business problem. Identify the costly workflows and operations first, then decide whether AI, an agentic workflow or an integration fits. - Map the opportunity to cash flow, from lead hand-off to revenue, to find inefficiencies and ways to reduce time to cash. Companies structure this differently. - Before adopting an AI tool, read its privacy policy and terms to confirm it does not train on your data, and use a business account rather than a personal one. - AI governance: define a policy for each adopted tool, assign an owner, train people, and test their knowledge before they are onboarded to the tool. - Set token or cost limits. One example given was $40,000 spent on tokens in a day with no limit in place. - Agents need clean, accessible data and explicit guardrails. Many multi-agent setups are single-threaded processes with several instruction files, not true parallel agents. - Professional services firms face pressure to move from labor-based to value-based pricing as AI cuts task time. This requires retooling sales processes and contracts. ## Chapters - [0:00](https://www.youtube.com/watch?v=YIeE63Kn8sI&t=0s) Introduction and context - [0:15](https://www.youtube.com/watch?v=YIeE63Kn8sI&t=15s) Welcome to Dynamics Corner and guest introduction - [5:18](https://www.youtube.com/watch?v=YIeE63Kn8sI&t=318s) Matt Shrubsole background and Red Hawk Technologies - [5:52](https://www.youtube.com/watch?v=YIeE63Kn8sI&t=352s) AI as a tool and personal assistant - [7:24](https://www.youtube.com/watch?v=YIeE63Kn8sI&t=444s) Real-world AI applications and limitations - [8:53](https://www.youtube.com/watch?v=YIeE63Kn8sI&t=533s) Starting the AI journey - finding the right questions - [10:56](https://www.youtube.com/watch?v=YIeE63Kn8sI&t=656s) Flipping the script - business-first approach - [12:59](https://www.youtube.com/watch?v=YIeE63Kn8sI&t=779s) Start with business problems and AI decision matrix - [15:25](https://www.youtube.com/watch?v=YIeE63Kn8sI&t=925s) Mapping opportunity to cash and identifying inefficiencies - [17:37](https://www.youtube.com/watch?v=YIeE63Kn8sI&t=1057s) Using AI as research assistant and choosing AI tools - [22:31](https://www.youtube.com/watch?v=YIeE63Kn8sI&t=1351s) AI tool selection and data privacy validation - [25:09](https://www.youtube.com/watch?v=YIeE63Kn8sI&t=1509s) AI policy governance and shadow IT risks - [28:26](https://www.youtube.com/watch?v=YIeE63Kn8sI&t=1706s) Cost implications and prerequisites before agent implementation - [31:13](https://www.youtube.com/watch?v=YIeE63Kn8sI&t=1873s) Finding reliable help and fractional expertise - [35:08](https://www.youtube.com/watch?v=YIeE63Kn8sI&t=2108s) Scaling AI oversight and getting started with conferences and peers - [39:11](https://www.youtube.com/watch?v=YIeE63Kn8sI&t=2351s) Agent reality and setting guardrails - [41:45](https://www.youtube.com/watch?v=YIeE63Kn8sI&t=2505s) Cost of running agents and influencer hype - [45:44](https://www.youtube.com/watch?v=YIeE63Kn8sI&t=2744s) Client expectations and automation success stories - [48:57](https://www.youtube.com/watch?v=YIeE63Kn8sI&t=2937s) Business readiness and value-based pricing impacts - [52:12](https://www.youtube.com/watch?v=YIeE63Kn8sI&t=3132s) AI impact on professional services billing models - [56:05](https://www.youtube.com/watch?v=YIeE63Kn8sI&t=3365s) AI agents for CVE remediation and automated documentation - [59:33](https://www.youtube.com/watch?v=YIeE63Kn8sI&t=3573s) Closing remarks and guest contact information - [1:01:18](https://www.youtube.com/watch?v=YIeE63Kn8sI&t=3678s) Episode conclusion ## Features | Feature | Status | At | |---|---|---| | AI decision matrix | status not stated | [12:59](https://www.youtube.com/watch?v=YIeE63Kn8sI&t=779s) | | Business-first AI approach | status not stated | [10:56](https://www.youtube.com/watch?v=YIeE63Kn8sI&t=656s) | | Opportunity to cash workflow | status not stated | [13:35](https://www.youtube.com/watch?v=YIeE63Kn8sI&t=815s) | | AI as personal assistant | status not stated, demoed | [6:42](https://www.youtube.com/watch?v=YIeE63Kn8sI&t=402s) | | Agentic workflow optimization | status not stated | [15:25](https://www.youtube.com/watch?v=YIeE63Kn8sI&t=925s) | | AI notebook as research assistant | status not stated | [18:00](https://www.youtube.com/watch?v=YIeE63Kn8sI&t=1080s) | | AI tool selection guidance for non-technical users | status not stated | [22:31](https://www.youtube.com/watch?v=YIeE63Kn8sI&t=1351s) | | Data privacy validation for AI tool selection | status not stated | [23:13](https://www.youtube.com/watch?v=YIeE63Kn8sI&t=1393s) | | AI governance and policy framework | status not stated | [25:09](https://www.youtube.com/watch?v=YIeE63Kn8sI&t=1509s) | | AI cost monitoring and token limits | status not stated | [27:58](https://www.youtube.com/watch?v=YIeE63Kn8sI&t=1678s) | | AI agents with guardrails and boundary setting | status not stated | [39:57](https://www.youtube.com/watch?v=YIeE63Kn8sI&t=2397s) | | Data quality prerequisites for AI agents | status not stated | [30:24](https://www.youtube.com/watch?v=YIeE63Kn8sI&t=1824s) | | Fractional CIO model for AI governance | status not stated | [35:57](https://www.youtube.com/watch?v=YIeE63Kn8sI&t=2157s) | | AI-driven quality assurance and testing | status not stated | [45:11](https://www.youtube.com/watch?v=YIeE63Kn8sI&t=2711s) | | Value-based pricing model adoption | status not stated | [51:09](https://www.youtube.com/watch?v=YIeE63Kn8sI&t=3069s) | | Agentic workflows for CVE remediation | status not stated | [56:27](https://www.youtube.com/watch?v=YIeE63Kn8sI&t=3387s) | | Automated technical documentation generation | status not stated | [56:56](https://www.youtube.com/watch?v=YIeE63Kn8sI&t=3416s) | | AI documentation for AI agent maintenance | status not stated | [58:29](https://www.youtube.com/watch?v=YIeE63Kn8sI&t=3509s) | ## Quotes - [10:56](https://www.youtube.com/watch?v=YIeE63Kn8sI&t=656s) "I think that it's very much along the lines of traditional business strategic planning. If for example, take AI completely out of the conversation." - [12:21](https://www.youtube.com/watch?v=YIeE63Kn8sI&t=741s) "i would say flip the script look at your business holistically first and think about" - [12:47](https://www.youtube.com/watch?v=YIeE63Kn8sI&t=767s) "But really what you're doing is you're talking about the business challenge first to find the opportunities." - [12:59](https://www.youtube.com/watch?v=YIeE63Kn8sI&t=779s) "we actually created an AI decision matrix. It's really pretty simple. And you know, people can download it on our website" - [13:35](https://www.youtube.com/watch?v=YIeE63Kn8sI&t=815s) "Because, you know, you if you're talking about opportunity to cash, right? Every business is opportunity to cash." Presenters (as heard): Chris, Brad, Matt Shrubsole, Matt, Matt Triplett, Max, Brett.