The unit to assess is a workflow, not a broad ambition such as “use AI in sales.” Name the people, inputs, decisions, output, volume, and cost of the current work. Then compare candidates with the same questions, including what happens when the system is wrong.
What should a team score?
Start with the pain and frequency of the problem, then estimate the value of doing it faster, more accurately, or with less manual effort. Check whether the data and systems are reachable, whether a result can be verified, and whether someone owns adoption. A useful score makes assumptions visible before they become an expensive build.
AI readiness tests whether one workflow is prepared to move forward. AI ROI measurement defines the outcome to measure. Value without feasibility is a backlog item, not a build order.
Why is a small first use case often better?
The first project should teach the organization how to deliver and operate AI safely. A bounded workflow creates evidence for AI adoption without requiring an enterprise-wide redesign. It also clarifies whether to use an existing product or build a custom system, which is the decision covered by build versus buy AI.