Today I watched a division head born in 1974 build a CRM with their own hands.
Someone who used to say IT was hard, who didn’t know a single line of code, opened Claude Cowork and transferred what was in their sales team’s heads straight into a system.
In just a few days, they had a rough but fully working CRM with customer status, a sales pipeline, and follow-up checks.
Teaching at BioProTech today, I saw it confirmed once again.
That the core of using AI ultimately lies in domain knowledge.
It isn’t the people who master the tools who win. The people who understand their own work most deeply use AI most powerfully.
The division head succeeded in building a CRM not because they learned to code, but because they had spent over 20 years learning the sales floor firsthand.
When I teach,
a special moment arrives.
I mean the moment when participants go beyond learning simple features and begin thinking deeply about 'what my work is really about.'
Today was exactly such a day.
Smaller organizations respond to change more nimbly, and compared with heavier organizations,
I saw once again how much faster and sharper they move.
