Measurement & RevOps · Leadership
Managing AI spend like a unit economic
Track AI spend per Closed Won, not absolute dollars. The trend matters more than the level.
9 min
Outcomes
- Compute AI spend per Closed Won monthly
- Attribute spend to artifact category
- Avoid the cost-minimization trap
The unit economic frame
Optimizing for revenue per AI dollar is correct. Minimizing absolute AI dollars is incorrect — and a fast path to under-investment.
Compute your own ratio
- Pull last quarter's AI gateway spend.
- Pull Closed Won count.
- Compute and trend over the prior three quarters.