Everyone’s betting on AI to fix their ops problems. But here’s what we’re learning - the smarter the tools get, the more human the work becomes. AI is already reshaping how we run business operations. In the next couple of years, this transformation will only accelerate – faster automation, smarter insights, and tools that can build, fix, and report on almost anything.
But as companies rush to adopt AI-driven systems, one thing is becoming increasingly clear to us: technology alone won’t be enough.
The companies that will win in 2026 aren’t the ones with the most advanced tools. They’ll be the ones where people actually use those tools effectively, consistently, and collaboratively.
And that’s where enablement comes in.
Here are cases where we identified enablement – understanding the teams, building the systems to suit their roles, and giving them the proper training and documentation to succeed – as the key in project success.
A cybersecurity company recently came to us with a familiar problem: Their team couldn’t generate reports – no clear conversion data, no hard performance tracking, no clear reports showing the full funnel. Management was frustrated that it took up to two weeks just to pull basic numbers.
When we started digging, we found that the issue wasn’t the tools or integrations.
They had both HubSpot and Salesforce — powerful systems, properly integrated.
The issue wasn’t the platforms. It was the lack of enablement — no one had guided the teams on how to actually use the systems in their day-to-day work.
About a year and a half earlier, the company had migrated the sales team from HubSpot to Salesforce. It took six months to set up and customize. But once it went live, the sales reps never fully adopted it. Data wasn’t entered consistently. Pipelines weren’t updated. Reports broke.
Meanwhile, marketing was still using HubSpot – which meant that while one system showed activity, the other showed… nothing.
What was missing wasn’t technology. It was enablement.
No one took ownership of ensuring that the sales teams were actually working with their sales tools. No one checked how comfortable people felt using the system. There were no internal champions to bridge the gap between the tools and the people behind them.
AI can’t fix that. It can recommend dashboards or highlight missing data – but it can’t make people care enough to maintain their CRM.
Another company we spoke with, a growing medical tech startup, had a similar challenge – though they didn’t realize it at first.
They sell to healthcare buyers, and their team of three account executives insisted that they “needed Salesforce” to manage deals.
Before purchasing the licenses and onboarding them to a new system, we took a look at their current setup: They were using HubSpot Sales Hub and had the full system set up. They just weren’t using it.
The assumption was that because they’d used Salesforce in previous roles, that must be the “professional” tool.
In reality, what they needed wasn’t a new system — it was enablement.
They didn’t need to spend 4X more migrating to Salesforce. They needed someone to guide them through how to use HubSpot properly – to show them how it could support their sales process, automate tasks, and make their work easier.
Within weeks, they were running everything on HubSpot, efficiently, confidently, and with full adoption.
Enablement isn’t a playbook or a one-time training. It’s a continuous process of understanding how each person in your company interacts with technology.
A good RevOps professional doesn’t just configure systems – they understand people.
Some employees are naturally tech-oriented and want to dive into the details. Others just need the basics, explained simply and repeatedly until it becomes second nature.
That’s where the human side of RevOps matters most. It’s about empathy, psychology, and patience. It’s about knowing that what motivates one person to adopt a tool might completely turn another off.
No AI system can read that. And that’s why, even in 2026, the winning formula will be AI + human enablement.
The years to come will bring incredible advancements in AI and automation. We’ll see smarter RevOps platforms, predictive analytics, and tools that will practically run themselves.
But none of it will replace the human element: the understanding, translation, and enablement that connect people to processes and systems. The future isn’t “AI instead of humans.” It’s AI with humans, working together to create smarter, more scalable operations.
And that’s exactly where RevOps is headed.
If your tech stack feels underused or disconnected, you’re not alone — it’s one of the most common gaps we see. That’s exactly what we help teams close.
Want to explore how we can enable your teams to work more efficiently with your tech stack?
Let’s talk → https://go.scaleops.co/meetings/nechaev