Two years ago, “vibe coding” wasn’t a thing. Today, we find ourselves in a very different world.
I’ve worked in IT for close to 20 years and have watched technology cycles come and go, but I haven’t seen anything change how we work quite the way AI has. In my time at Highspot, I’ve been front and center through the shift.
AI gave non-technical users the power to create real, meaningful workflows in a fraction of the time. And with tools like Highspot MCP Server connecting key systems to daily-use interfaces like Anthropic Claude, ChatGPT, and Microsoft Copilot, the possibilities are endless.
If you’re excited to invest in or build with AI, that’s fantastic. Building is fun!
But first, there are a few things you need to know to effectively partner with your IT team and start building the AI-powered tech stack your business needs.
1. Your IT team doesn’t want to be a blocker
A recent study showed that, when evaluating technology, only 10% of marketing and sales leaders felt that the IT team’s opinion carried much weight. By the end of the evaluation, 38% reported that IT was the deal’s number one blocker.
That gap tells me two things:
- IT isn’t brought in early enough. When purchasing or DIY-ing AI tools, GTM teams only bring IT in at the very end, when they inevitably ask questions and raise objections that could have been tackled early on in the conversation.
- IT teams are backed into a corner: IT teams have a roadmap and a budget. When they’re looped in right before a purchase or while a build is already in flight, it can be challenging to support and resource the project, even if it is a high-priority for you and the business.
Your IT team doesn’t want to be a blocker; I can almost guarantee that.
They want to leverage new technology and move it forward quickly. They want to invest in innovation that helps the business succeed. What they don’t want to do is rain on your parade or stall your project.
But if they aren’t consulted early, delays are inevitable.
TL;DR: Your IT team wants to be your partner. In fact, they’re probably just as excited to explore, invest in, or build new AI tools as you are. Give them the opportunity to support, not block, your work.
2. Loop your IT team in earlier than you think
If you’re eyeing a new tool or thinking through how to build one yourself, one of your first steps should be connecting with IT. Their job is to keep the business unlocked and running on the best technology available, and that mandate absolutely extends to your team and priorities.
Because AI advances what feels like overnight, every business is hungry to keep pace, and much of that work falls on IT.
I know that I personally field anywhere from 20 to 50 requests for new connections, tools, and skills every week. Prioritizing and addressing these requests in a timely manner is a major challenge that most IT teams are still grappling with.
IT’s job hasn’t changed with AI. They’re still charged with keeping the business equipped with the tools and technology that keep it running at its best.
Now, they’re expected to move faster, which doesn’t leave much wiggle room for unexpected projects or investments. Approach them earlier, and they’re far more likely to be able and willing to fit your priorities into their roadmap.
The last thing you want is to spend time, budget, and resources evaluating or building a tool that the IT team simply doesn’t have the capacity to step in and support. Luckily, that scenario is avoidable.
TL;DR: As soon as you start thinking about investing in a new AI tool (whether you’re looking to build it, buy it, or connect it to something you already have), bring IT into the conversation.
3. Make collaboration a habit
The first conversation is just the start. To get your IT team on board, make your AI strategy a shared one.
As technology evolves, your strategy will evolve with it, which means new tools for you to evaluate and new workflows for you to build. IT will need to be involved there, too.
If your IT team is already aware of and bought into your long-term strategy, future pivots won’t feel like another task added to their plate because they’ll be an expected next step toward achieving a shared vision.
Have a forward-looking view over the next year or two, at least as much as you can. Show them where you want to get and what support you need to execute your objectives. If your IT team is on the same page, they can be a proactive resource and help get you there.
Sharing your roadmap and connecting on a regular cadence changes what IT can do for you:
- They aren’t stuck in a cycle of late-stage reactivity and don’t have to act as blockers while they evaluate your proposed tools or assess the viability of your build.
- They can proactively support you by flagging new models, integrations, or considerations you may not have considered.
TL;DR: With IT in your corner, you move faster and can work toward creating a powerful, secure tech stack that continually meets the needs of the business.
Your IT team is here to help, if you let them
GTM teams have a unique opportunity today. You can build, buy, and connect your way to a highly custom GTM ecosystem.
When you’ve got a vision for what you want AI to do for your team, bring IT in early. Give them a seat at the table and let their perspective on security, scale, and long-term cost shape the plan as you’re building it.
The best IT teams are there to help you build, deploy, and maintain innovative tools and workflows that help you and the business move faster and work better than the competition.
Help them help you, and everyone wins.
