Audience: CROs/VPs of Sales at VARs, OEM channel leaders Timeframe: Anchored to 2025 Verticals highlighted: SLED, K-12, healthcare, financial services, legal, insurance Customer references: Anonymized, metrics retained

Executive Summary

Selling AI into the enterprise has been hard. Decision-makers fear reputational and security risk, long paybacks, and stuck pilots. Meanwhile, end users are already experimenting with AI, creating unmanaged risk and uneven value. The result: an estimated 85–95% of AI investment is wasted due to misalignment and stalled initiatives.

vTECH io, a solutions provider founded in 1997, solved this with a device-first, value-first motion that starts at the edge—where users already work. Their playbook:

• Bundle a secure end-user AI (Iternal’s AirgapAI) with every AI-ready PC (Intel NPU-accelerated), off by default.
• Activate two weeks post-delivery with a 45–60 minute session using the customer’s own documents.
• Drive role-based adoption for the fastest ROI; expand licenses as value is proven.
• When local device limits appear, graduate to Iternal’s Blockify for governed, multi-user workflows and enterprise automation.
• Fund and scale with an ecosystem (Intel, TD SYNNEX, Dell, Iternal) for seed units, MDF-backed roadshows, and co-sell enablement.

Results (YTD 2025):

• Millions in net-new AI PC revenue since January, driven by “every PC is AI-ready” packaging.
• License expansion patterns from 1–2 seats to 5 to 10–20 to 100+, showing repeatable value.
• AI sales cycles compressed by an estimated 6–9 months versus pilot-first motions.
• 40–50 educational events over ~60 days, catalyzed by partner MDF.
• Cross-vertical resonance: SLED, K-12, healthcare, financial services, legal, insurance.

The bottom line: stop selling “AI.” Start delivering secure, local outcomes on devices customers already buy—and scale to governed enterprise value when the work demands it.

The Strategy at a Glance (10 Steps)

• Educate and internalize: Make sellers daily users of AirgapAI; build demos, stories, and a shared knowledge hub.
• Package the entry point: “Every PC is AI-ready.” Include AirgapAI with AI PC purchases (off by default).
• Seed performance: Use partner-backed seed units so customers feel the speed of Intel NPU-based AI PCs.
• Activate in 2 weeks: Post-delivery enablement to ingest sample documents and show value in under an hour.
• Go role-based: Start with roles that see immediate ROI; don’t roll out to everyone on day one.
• Proof of value, not pilots: Solve real work quickly; measure outcomes (time saved, throughput).
• Expand by department: Let internal champions pull more seats; train new cohorts.
• Scale with Blockify: Move to governed knowledge, multi-user workflows, and system integrations.
• Orchestrate the ecosystem: Intel/TD SYNNEX/Dell/Iternal for MDF, seed units, events, co-sell, and support.
• Institutionalize with an innovation fund: Budget for iterative proofs of value that convert to programs.

Why It Works (Explainer by Step)

• Educate and internalize

• Why: AI adoption hinges on trust. Sellers who use AI explain it clearly and credibly.
• How: Give your sales team AirgapAI; require weekly use-cases; capture wins in a shared hub; standardize a 5-minute demo.
• For CROs: Make “seller as user” a KPI; review two internal AI use-cases per rep monthly.
• For OEM leaders: Offer rep-level enablement kits and internal-use licenses to your VAR networks.

2. Package the entry point

• Why: Customers are hesitant to “buy AI,” but they refresh PCs. Bundling removes friction and creates instant differentiation.
• How: Standardize an AI PC spec with Intel NPU acceleration; include AirgapAI (off by default). Message: “When you’re ready, just turn it on.”
• Note: AirgapAI runs locally (no internet), minimizing data exposure and compliance anxiety.

3. Seed performance

• Why: Performance skepticism is real. A seed unit proves speed on modern AI PCs vs. legacy hardware.
• How: Use Intel/TD SYNNEX/OEM programs to provide seed AI PCs for qualified opportunities; demo side-by-side performance.

4. Activate in 2 weeks

• Why: Best time to convert a device sale into AI usage is right after delivery.
• How: 45–60 minute session: install AirgapAI, ingest 2–3 real documents (policy, pricing, SOP), complete 2–3 tasks, set 30-day goals.

5. Go role-based

• Why: Blanket rollouts waste money and depress perceived value.
• How: Identify 2–3 roles per department (e.g., analysts, support, proposal writers). Set specific outcomes (e.g., 50% reduction in drafting time).

6. Proof of value, not pilots

• Why: “Pilots” die in committee. Real work with real documents changes budgets and minds.
• How: Frame as production use; measure cycle-time reductions, throughput gains, quality improvements; report outcomes in business terms.

7. Expand by department

• Why: Peers trust peers. Internal champions create pull-based expansion.
• How: Use a 30/60/90 plan tied to usage and outcomes; run short enablement for each new cohort; add light governance as seats expand.

8. Scale with Blockify

• Trigger conditions: Multi-user consistency needed, governed knowledge, audit trails, process automation, external-facing use cases.
• How: Centralize vetted content; apply role-based access; build departmental assistants; integrate with line-of-business systems.

9. Orchestrate the ecosystem

• Why: No single provider can upskill the market alone.
• How: Intel/TD SYNNEX/Dell/Iternal for MDF-backed events, seed hardware, quick-turn demos, and co-selling; publish a repeatable event kit.

10. Institutionalize with an innovation fund

• Why: Iterative AI work needs steady budget, like R&D.
• How: Encourage customers (and your org) to allocate an annual innovation fund for quick, ROI-backed proofs of value.

Economics That Make Sense

For customers:

• Low-risk entry: AirgapAI MSRP is approximately $96 per seat; runs locally with no internet, minimizing data exposure.
• Fast payback: Time-to-first-value measured in hours/days (drafting, summarization, retrieval, triage).
• Device-first advantage: Compared with broad, high-cost subscriptions, the device-first model aligns spend with usage and control.

For VARs and OEM channel leaders:

• Differentiation: “Every PC is AI-ready” wins competitive device deals and anchors future AI services.
• Cost to activate: Short enablement sessions replace lengthy, expensive pilots; MDF and seed units subsidize early investments.
• Revenue tower: PC pull-through, license expansions, consulting (role studies, enablement, governance), and enterprise programs (Blockify).
• Repeatability: Cohort expansion patterns and 2-week activation cadence create predictable pipeline.

Change Management and Adoption

• Start with believers: Choose roles with painful, measurable tasks (analysts, proposal writers, customer support).
• Make managers multipliers: Train leaders to scale adoption across their teams, not just themselves.
• Govern lightly, then scale: Early guardrails improve quality; Blockify brings full governance and audit as usage scales.
• Socialize wins: Let users present outcomes to leadership; peer stories drive organic demand.

Security and Governance Posture

• AirgapAI: Local-only operation on the device; no internet required; minimizes data egress and third-party exposure; reduces hallucination risk by constraining to vetted, local content.
• Blockify: Centralized governance of content, prompts, and workflows; role-based access, audit trails, and deployment flexibility (cloud, on-prem, hybrid) for regulated environments.

KPIs to Run the Motion

• Time-to-first-value (TTFV): Activation session to first measurable output.
• Adoption depth: Monthly active users, sessions, documents processed.
• Cycle-time reduction: e.g., proposal drafts, policy responses, case triage.
• Throughput gains: e.g., quotes processed per FTE (one prospect aimed to move from 15,000 to 30,000 responses annually).
• Expansion velocity: 1–2 → 5 → 10–20+ within X weeks.
• AI PC pull-through: AI-ready mix rate; NPU utilization insights.
• Governance: Zero data egress incidents; audit posture when on Blockify.
• Event conversion: Event-to-opportunity and opportunity-to-close rates.

Pitfalls and How vTECH io Avoided Them

• Pilot limbo: Replace pilots with quick proofs of value on real work.
• Big-bang rollouts: Start role-based; expand where value is proven.
• Underpowered hardware: Use seed units to show performance deltas; standardize AI PC specs.
• Tool sprawl without control: Start local and offline; scale to governed, audited workflows with Blockify.
• Solo “hero” users: Enable managers and cohorts; make adoption a team sport.

30-60-90 Day Rollout Plan to Replicate vTECH io’s Approach

Days 1–30: Internal Readiness

• Give your sellers and SEs AirgapAI and set weekly usage goals.
• Build a 5-minute demo and two role-based demos per vertical.
• Align with Intel/TD SYNNEX/Dell/Iternal on seed units, MDF, and co-sell SLAs.
• Package “Every PC is AI-ready” and update proposals and SKUs to include AirgapAI (off by default).

Days 31–60: Market Activation

• Launch a two-week post-delivery activation campaign for all AI-ready PC shipments.
• Run 4–6 MDF-backed workshops; capture 3–5 customer wins and testimonials.
• Start role-based rollouts at two accounts per vertical; set hard success criteria.

Days 61–90: Scale and Govern

• Formalize a 30/60/90 expansion plan per account tied to usage and outcomes.
• Introduce Blockify in accounts showing multi-user needs, governance, or integration requirements.
• Publish an internal playbook update; set quarterly KPIs; create sales incentives for activations and expansions.

Implications for CROs and OEM Channel Leaders

• CROs/VARs: Treat AI as an attach-led motion to devices, not a standalone “big bet.” Make activation a standard step in every device sale and hold sellers accountable to TTFV.
• OEM channel leaders: Provide seed units, MDF for education, and a standard enablement kit to help VARs adopt the “AI-ready by default” posture; co-market measurable customer wins.

Discussion Questions for Leadership Teams

• Where can you bundle a low-risk AI capability to remove buying friction today?
• Which roles in your core verticals have the fastest measurable ROI from end-user AI?
• What KPIs will you track weekly to ensure post-delivery activations and cohort expansions?
• At what point will governance and audit become mandatory, and how will you introduce Blockify?

Addendum: Sample Collateral (Plug-and-Play)

• Post-Delivery Follow-Up Email (Activation Invite)

Subject: Your new PCs are AI-ready—let’s turn it on and save hours this week

Hi [First Name],

Your AI-ready PCs have arrived. We included Iternal’s AirgapAI at no extra cost (it’s off by default). In a 45–60 minute session, we’ll install it on a few devices, ingest 2–3 of your documents (policy, SOPs, pricing), and complete sample tasks—no internet required.

Proposed agenda:

• 10 min: Install and security overview
• 20 min: Ingest your documents
• 20 min: Complete 2–3 live tasks (summaries, drafts, Q&A)
• 10 min: Set 30-day goals and identify 3 roles for immediate ROI

Please share 2–3 documents in advance (non-sensitive to start). Are you available [Date/Time Option A or B]?

Best, [Your Name/Title] [Company] | [Contact Info]

2. Activation Checklist (Customer-Facing)

Before the session

• Confirm AI PC specs (Intel NPU-accelerated) and AirgapAI availability.
• Select 2–3 documents to ingest (policy, SOP, pricing, template).
• Identify 3 users/roles for the session (e.g., analyst, proposal writer, support lead).
• Validate local permissions for install.

During the session (45–60 minutes)

• Install and verify AirgapAI (local, offline).
• Ingest selected documents.
• Perform 2–3 real tasks (summarize policy, draft response, retrieve info).
• Capture time saved and define 2–3 outcomes for the next 30 days.

After the session (Next 30 days)

• Weekly usage touchpoint (15 minutes).
• Collect quick wins and obstacles.
• Plan role-based expansion if outcomes are met.
• Schedule Blockify briefing if shared/governed knowledge needs emerge.

3. Enablement Agenda (60–75 Minutes)

• Context (5): Why device-first AI; secure and local by default
• Install + Security (10): AirgapAI on device; data stays local
• Content Ingestion (10): Load 2–3 documents
• Live Workflows (25):
  • Summarize policy into an email
  • Draft a response to an RFP question using approved content
  • Retrieve pricing/Q&A from SOPs
• ROI and Metrics (10): Time saved, errors reduced, throughput targets
• Next Steps (10): 30-day plan, role-based rollout, intro to Blockify triggers

4. 5-Minute Demo Script (Internal)

• “AirgapAI runs locally—no internet—so your data stays on the device.”
• “Let’s ingest this policy and this SOP.”
• “Now we’ll ask: summarize the policy for a non-technical audience; draft an email response; show me section X.”
• “This took minutes, with zero data leaving your environment.”
• “When multiple teams need consistent, governed answers and audit trails, we bring in Blockify.”

5. Blockify Opportunity Triggers (Sales One-Pager)

• Multiple users need consistent, vetted answers from a single source of truth
• Department wants role-based access and auditability
• Use case crosses systems and needs workflow automation (quote triage, claims handling, onboarding)
• External-facing assistants where reliability and compliance matter

6. Role-Based Adoption Starter Kit

• Sales/proposals: RFP/RFI drafts; policy/feature retrieval
• Customer support: Knowledge base answers; response drafting
• HR: Policy Q&A; onboarding content
• Legal: Clause comparisons; policy summaries
• Finance/procurement: Policy guidance; narrative generation

7. MDF-Backed Event Kit (Agenda Outline)

• 10 min: The AI adoption gap—why pilots stall and how to avoid it
• 15 min: Device-first, value-first AI (AirgapAI on Intel AI PCs)
• 20 min: Live demo using attendee-supplied examples
• 10 min: Case vignettes and ROI calculator walk-through
• 5 min: Security and governance overview (AirgapAI to Blockify)
• 10 min: Q&A and activation scheduling

Final Takeaway

This isn’t about convincing customers to make a massive AI bet. It’s about removing friction so they can realize value on day one, on devices they already buy, with security that satisfies their risk posture. Then, as real work scales, you introduce governance and automation with Blockify. That’s why vTECH io’s approach is resonating—and why it’s replicable for any CRO or OEM channel leader intent on turning AI interest into measurable outcomes in 2025.