Articles

Opinion Article

<a target="_blank" rel="noopener noreferrer" href="https://cmscritic.com/critics/scottliewehr">Scott Liewehr</a><a target="_blank" rel="noopener noreferrer" href="https://cmscritic.com/critics/dan-drapeau"> </a>is Global Vice President of Market Strategy &amp; Growth at <a target="_blank" rel="noopener noreferrer" href="https://cmscritic.com/products/sitecore">Sitecore</a> and a CMS Critic contributor. <hr /> In my <a target="_blank" rel="noopener noreferrer" href="https://cmscritic.com/youre-writing-for-the-wrong-audience">last piece for CMS Critic</a>, I introduced the H2A→A2H framework and argued that the audience for your content has fundamentally changed now that LLMs are in the mix. AI now sits on both sides of the equation: one AI helps you create, and a second AI decides whether your brand shows up at all. If you haven’t read it, the short version is this: you’re writing for the wrong audience, and the invisible editor (the LLM) that mediates between your brand and your buyer rewards substance, structure, authority, and specificity, and ignores everything else.This piece is about what happens next. Specifically, it’s about one of the most sacred practices in digital marketing and why I think it’s about to collapse under the weight of its own logic.I’m talking about A/B testing.Here’s the argument: if the primary consumer of your content is now an LLM, why are you still testing it on humans?<h3 id="you’re-optimizing-for-the-wrong-audience">You’re optimizing for the wrong audience</h3>The entire experimentation infrastructure that marketing has built over the past 15 years assumes that human behavior is the metric that matters. You publish multiple versions of a page, split your traffic, measure which one earns more clicks, more time on page, more conversions. The humans tell you which version wins.That makes perfect sense in a human-to-human world, when a human creates content and another human consumes it. It even makes sense in an H2A2H world, where AI helps the marketer create or scale the content, but the audience is still human. But in an H2A→A2H world, where an LLM is deciding whether your content even reaches the human on the other end, you’ve got a measurement problem. You’re measuring human reactions to determine what works, but the LLM is the one separating signal from noise before any human sees it.Think about it this way. When a buyer asks an LLM to recommend a product, the model assembles an answer by evaluating sources across a range of factors, including the substance, structure, authority, and specificity of your brand content. It decides which brands to cite and which to ignore. If your brand doesn’t pass that filter, no human ever sees it. It doesn’t matter which headline variant tested better with your website visitors if the invisible editor never selected your brand in the first place.The experimentation question has to change. The old question was: which version does my human audience prefer? The new question is: which version does the invisible editor cite, and does it carry my brand position faithfully when synthesized into an answer? Those are fundamentally different questions, and traditional A/B testing was never designed to ask the second one.I said in my last article that in an H2A→A2H reality, the list doesn’t exist. There is only one single, synthesized answer. If you’re still optimizing for a list by testing on the humans reading it, you’re solving last decade’s problem.<h3 id="the-opportunity-cost-nobody-talks-about">The opportunity cost nobody talks about</h3>There’s a secondary argument here that I think is worth sitting with.When you build three versions of a landing page for multivariate testing, you believe in all three. The test is how you discover which performs best. But the discovery comes at a cost: two-thirds of your audience bounces, fails to convert, or disengages entirely. Those are missed opportunities; real prospects who encountered the weaker versions and moved on. The learning is valuable, but the tuition of missed pipeline is expensive.That cost would be easier to absorb if the learning were quick. A/B and multivariate testing demand statistical significance, which demands large sample sizes. For brands with massive traffic, this can happen reasonably quickly. But for the mid-market company with 15,000 monthly visitors? Running a rigorous test is a struggle. The sample sizes are too small, the test duration stretches into weeks or months, and by the time you have a statistically valid result, the market context may have shifted. For a meaningful number of brands, traditional experimentation has always been more aspirational than practical, and those brands that can’t reach significance are left guessing. The opportunity cost compounds on both ends. Large-audience brands pay a “learning tax” across a lot of visitors. Small-audience brands can’t afford to run the test at all. Neither situation is great, and both are artifacts of a model that requires real people as its crash-test dummies.In an AI-native model, both problems disappear. You generate hundreds of content variations using AI, then test every one against thousands of simulated buyer personas – AI agents that behave like real buyers with real intent, real objections, and real decision criteria – before a single real person ever sees any of it. The AI generates. The AI evaluates. The AI selects. And your entire audience gets the optimal version from the first impression.No humans interacted with the underperforming version. The mid-market brand with limited traffic runs the same caliber of test as the enterprise with millions of visitors. The learning happened upstream, in simulation, at machine speed, and prior to publishing.The experimentation paradigm inverts: you’re testing for your audience, not on them.<h3 id="the-assumption-that-needs-rethinking">The assumption that needs rethinking</h3>At this point, a reasonable marketer might think: “Okay, but don’t I still need experimentation infrastructure to evaluate all those variations? You’ve moved the testing upstream, but someone still has to figure out which version wins.”It’s a fair instinct, and it’s rooted in how we’ve thought about experimentation for years. But I think it reflects an assumption that doesn’t hold in an AI-native workflow.When the AI system that generated 200 variations can also evaluate them against simulated buyer personas, score them for likely performance, and select the winner, the “experimentation” has collapsed into the content intelligence layer itself. It’s a function of the orchestration system. The evaluation capability has been absorbed into an intelligent platform that does more. You don’t need a standalone experimentation product sitting between your CMS and your audience when the intelligence that created the content can also judge it.There’s also a scope issue. Traditional experimentation asks a narrow question: Which version gets more clicks, more conversions, more engagement? Those are optimization questions within a fixed frame. The AI-native model lets you question the frame itself. You can ask: Does this content earn citations from the invisible editor? Does it hold up when a buyer asks a follow-up question and the AI goes back to the well? Does it carry my brand position faithfully across different query contexts?That’s a different category of evaluation entirely, and it requires content intelligence, not experimentation tooling.<h3 id="what-this-means-practically">What this means practically</h3>If you’re running a traditional experimentation program today, I’m not suggesting you shut it off tomorrow. There’s still value in testing live experiences for behavioral signals that simulated personas can’t fully replicate, at least for now. Human beings are unpredictable (I have teenagers; I can confirm this), and the gap between simulated behavior and real behavior is still real.But the trajectory is clear, and the planning window is shorter than you might think. Here’s where I’d focus:<ul><li>Start running parallel tracks. Keep your live experimentation program, but begin building the capability to pre-test content against AI personas before publication. Measure the delta between what your simulated testing predicts and what your live tests confirm. As that delta shrinks, and it will, you’ll have the evidence to shift investment.</li><li>Start evaluating your content against AI consumption metrics alongside human engagement metrics. Your experimentation program should be measuring whether your content earns citations from LLMs, whether it surfaces in synthesized answers, whether your brand position survives the compression of the invisible editor. Traditional A/B testing was never designed to measure any of that.</li><li>And if you’re one of the many brands that never had enough traffic to run meaningful multivariate tests in the first place, recognize that the constraint just evaporated. AI-native experimentation doesn’t require a single visitor to your site. The barrier to entry that kept rigorous testing out of reach for mid-market and niche brands is gone.</li></ul><h3 id="the-bigger-picture">The bigger picture</h3>This connects back to the H2A→A2H framework in a way that I think matters. The old experimentation model was built for an H2H world; a world where you published content for humans, tested it on humans, and optimized it for humans. The H2A→A2H world adds a new constituency that sits upstream of your human audience and makes editorial decisions about whether they see your content at all. Experimentation has to evolve to serve both.The brands that figure this out won’t just have better conversion rates. They’ll stop paying the learning tax on their audience, they’ll unlock experimentation capabilities that were previously gated by traffic volume, and they’ll start optimizing for the audience that actually determines their visibility.The crash test dummies are about to be retired. And honestly, it’s about time. <hr /><h3 id="upcoming-events">Upcoming Events</h3>  <a target="_blank" rel="noopener noreferrer" href="https://kontent.ai/events-and-webinars/raise-amsterdam/?utm_campaign=awareness-fy26&amp;utm_source=cms-critic&amp;utm_medium=referral&amp;pi_campaign_id=117478"><img style="width:23.45%" src="https://cmscritic.com/ms-content/uploads/2026/04/raise-logo-kontent.jpg" alt="" /></a><h4 id="raise-amsterdam"><a target="_blank" rel="noopener noreferrer" href="https://kontent.ai/events-and-webinars/raise-amsterdam/?utm_campaign=awareness-fy26&amp;utm_source=cms-critic&amp;utm_medium=referral&amp;pi_campaign_id=117478">RAISE Amsterdam</a></h4>May 20, 2026 – Amsterdam, NetherlandsSponsored by Kontent.ai, RAISE Amsterdam brings together bold marketing and technology leaders to explore how agentic AI is reshaping the way ambitious brands create and deliver content and what it takes to use it safely, responsibly, and with proper governance. Experience the ideas that are shaping the future and dive into big thinking, innovative strategies, and expert insights. Held at the Klein Canvas, Volkshotel, you'll hear from world-class speakers in dynamic sessions that will reveal how AI-powered content operations are accelerating production, improving governance, and driving creative impact. <a target="_blank" rel="noopener noreferrer" href="https://kontent.ai/events-and-webinars/raise-amsterdam/?utm_campaign=awareness-fy26&amp;utm_source=cms-critic&amp;utm_medium=referral&amp;pi_campaign_id=117478">Limited spots are available, so book yours today.</a> <img style="width:30.13%" src="https://cmscritic.com/ms-content/uploads/2025/12/image-1765546475634.png" /><h4 id="umbraco-codegarden-2026"><a target="_blank" rel="noopener noreferrer" href="https://codegarden.umbraco.com/">Umbraco Codegarden 2026</a></h4>June 10–11, 2026 – Copenhagen, DKJoin us in Copenhagen (or online) for the biggest Umbraco conference in the world – two full days of learning, genuine conversations, and the kind of inspiration that brings business leaders, developers, and digital creators together. Codegarden 2026 is packed with both business and tech content, from deep-dive workshops and advanced sessions to real-world case studies and strategy talks. You’ll leave with ideas, strategies, and knowledge you can put into practice immediately. <a target="_blank" rel="noopener noreferrer" href="https://codegarden.umbraco.com/">Book your tickets today.</a> <a target="_blank" rel="noopener noreferrer" href="https://www.boye-co.com/conferences/cmsconnect26"><img style="width:41.96%" src="https://cmscritic.com/ms-content/uploads/2026/05/cms-connect-logo-26.jpg" /></a><h4 id="cms-connect-26"><a target="_blank" rel="noopener noreferrer" href="https://www.boye-co.com/conferences/cmsconnect26">CMS Connect 26</a></h4>August 5-6, 2026 – Montreal, CanadaThe best conferences create space for honest, experience-based conversations. Not sales pitches. Not hype. Just thoughtful exchanges between people who spend their days designing, building, running, and evolving digital experiences. CMS Connect brings together people who share real stories from their work and platforms and who are interested in learning from each other on how to make things better. Over two days in Montreal, you can expect practitioner-led talks grounded in experience, conversations about trade-offs, constraints, and decisions, and time to compare notes with peers facing similar challenges. Space is limited for this exclusive event, <a target="_blank" rel="noopener noreferrer" href="https://www.boye-co.com/conferences/cmsconnect26">so book your seats today.</a> <img style="width:36.69%" src="https://cmscritic.com/ms-content/uploads/2026/01/open-source-cms-26.jpg" /><h4 id="open-source-cms-26"><a target="_blank" rel="noopener noreferrer" href="https://www.boye-co.com/conferences/opensourcecms26">Open Source CMS 26</a></h4>October 20–21, 2026 – Utrecht, NetherlandsJoin us for the first annual edition of our prestigious international conference dedicated to making open source CMS better. This event is already being called the “missing gathering place” for the open source CMS community – an international conference with confirmed participants from Europe and North America. Be part of a friendly mix of digital leaders from notable open source CMS projects, agencies, even a few industry analysts who get together to learn, network, and talk about what really matters when it comes to creating better open source CMS projects right now and for the foreseeable future. <a target="_blank" rel="noopener noreferrer" href="https://www.boye-co.com/conferences/opensourcecms26/tickets">Book your tickets today.</a> <img style="width:35.73%" src="https://cmscritic.com/ms-content/uploads/2026/05/image-1778200565145.png" /><h4 id="contentstack-contentcon-2026">Contentstack <a target="_blank" rel="noopener noreferrer" href="https://www.contentstack.com/contentcon">ContentCon 2026</a></h4>September 30 - October 1, Amsterdam  /  October 27-28, 2026 – ChicagoContentstack’s annual customer conference is the premier event for executives, marketing leaders, and developers to redefine their digital experience strategy. This is your opportunity to step out of the "status quo" and into "elite" status, learning exactly how the world’s most successful brands are using the technology you already own to do the impossible. Enjoy a full day of interactive workshops, certifications, and inspirational on-stage sessions designed to help you become an expert on cutting-edge digital strategies and how to turn Contentstack's CMS and adaptive personalization tools into your greatest competitive advantage.<a target="_blank" rel="noopener noreferrer" href="https://www.jdayusa.com/"> </a><a target="_blank" rel="noopener noreferrer" href="https://www.contentstack.com/contentcon">Book your seats today.</a>

Stop Testing on Your Audience

scottliewehr

<a target="_blank" rel="noopener noreferrer" href="https://cmscritic.com/critics/mike-spenceley">Michael Spenceley</a> is a DX and Content Operations Leader and a CMS Critic Contributor. <hr /> The pressure to extract ROI from AI is being felt in organizations of all sizes and in all sectors. Over the past several years, many leaders have been pleased with the incremental efficiency gains and cost avoidance that their organizations have achieved by using AI tools. However, if the ROI pressure continues, investors, boards, and the C-suite will set a higher bar for what constitutes successful AI implementation.According to PwC’s latest <a target="_blank" rel="noopener noreferrer" href="https://www.pwc.com/gx/en/1/issues/c-suite-insights/ceo-survey.html">Global CEO Survey</a>, only 30% of CEOs are confident about revenue growth over the next year. That’s down from 38% last year. To get ROI, AI has to either increase revenue, or reduce costs (hopefully, both). This leaves us with a lot of pressure and some difficult choices to make about how to proceed. Before we talk about what to do about it, let’s talk about what’s happening right now.What most people are experiencing right now are incremental, individual productivity gains through the use of AI tools like Copilot, Claude, and ChatGPT. Unless a company is actively reducing its workforce, re-deploying people to revenue-generating activities, or using AI to accelerate new product development and increase speed to market, they are likely not getting any measurable ROI.To be clear, individual productivity gains are a good thing, and, in a lot of cases, they improve the employee and customer experience. This is also an important step for everyone to build comfort and proficiency with AI. These are all good things, but if the ROI pressure continues, we’ll have to do more to meet expectations.There’s no perfect answer, but I think a good starting point is to move past incremental productivity gains and start reimagining processes with AI at the center.What does it mean to reimagine a process with AI at the center? Well, now that we know what AI can do, how might we change what people do and how they do it at a more fundamental level? How might we implement AI in ways that break down functional boundaries and surface inefficiencies we didn’t know we had?<h3 id="let’s-run-through-a-simple-example…">Let’s run through a simple example…</h3>An organization that sells products has lots of data and information about its products. That product information is used as an input by different functions. A marketing team uses it to create marketing materials, a sales team uses it as a reference when calling on customers, and a training team uses it to train sales and customer support teams.Especially in large organizations, these might be completely different functions that report into different leaders. Each of these teams are probably using AI in their own way, and I’m sure they collaborate and share information. But is that enough? What if we look across the functional boundaries and reimagine how we execute these processes with AI at the center?First, product information needs to be stored and organized in one central place, with a clear process to ensure it’s accurate and kept up to date (many organizations already do this).After assessing all the ways product information is used, imagine building an ecosystem of AI agents trained to handle various tasks that leverage product information.<ul><li>A marketer can prompt an agent to build content for a social media campaign, or a product brochure for a trade show</li><li>A trainer can prompt an agent to build a product training curriculum, including videos, slides, role-play scenarios, and objection-handling guidance</li><li>A sales associate can prompt an agent to pull product details and create a branded one-pager they can share with a potential customer, tailored to that customer’s unique needs</li></ul>Note: These agents will need to be built and trained to do these tasks and, in many cases, the output will require some level of review, at least for now.<h3 id="will-this-approach-lead-to-a-tangible-roi?">Will this approach lead to a tangible ROI?</h3>It depends on what we do next. Using this approach, we’ve saved time across multiple functions and have streamlined handoffs between functions. Using AI in this way can also lower the barriers to entry for some roles, making it easier for people to be redeployed or shared across functions. This might help us go to market faster, reach more customers, and ultimately increase revenue. We may also have the opportunity to shift people between functions and re-skill them for roles that require a human touch (at least for now).The ROI will also depend on how much it costs to build these tools. Implementing AI increases operating costs, and there is a lot of debate over whether we’re seeing the true costs of AI just yet. On the revenue side of the equation, there is a general lack of confidence about growth, so while all this sounds good on paper, both cutting costs and increasing revenue are difficult to achieve, even if we’re using AI in all the right ways.<h3 id="let’s-address-the-elephant-in-the-room…">Let’s address the elephant in the room…</h3>If we reimagine a process with AI at the center, will there still be layoffs?Forrester wrote in its latest <a target="_blank" rel="noopener noreferrer" href="https://www.forrester.com/press-newsroom/forrester-impact-ai-jobs-forecast/">AI Job Impact Forecast</a> that many companies announcing AI-related layoffs don’t have mature, vetted AI applications that can truly replace people. Additionally, in an <a target="_blank" rel="noopener noreferrer" href="https://hbr.org/2026/01/companies-are-laying-off-workers-because-of-ais-potential-not-its-performance">HBR study</a>, 60% of the more than 1,000 executives surveyed said they made headcount reductions in anticipation of future AI efficiencies.I think the writing is on the wall, and it’s likely that layoffs will continue, whether AI is ready to take over or not. However, if the right tools aren’t in place, companies may not get the results they’re looking for; and quality, employee experience, and customer experience will suffer.There are still a lot of unknowns and a lot to learn, but I think the best next step is to think differently about how we transform a process using AI, moving beyond incremental productivity gains. While layoffs will happen and may bring some short-term ROI; in the long run, companies need to deliver results, either with people or with AI. Hopefully, with a little of both. <hr /><h3 id="upcoming-events">Upcoming Events</h3> <a target="_blank" rel="noopener noreferrer" href="https://www.boye-co.com/conferences/cmsconnect26"><img style="width:41.96%" src="https://cmscritic.com/ms-content/uploads/2026/05/cms-connect-logo-26.jpg" /></a><h4 id="cms-connect-26"><a target="_blank" rel="noopener noreferrer" href="https://www.boye-co.com/conferences/cmsconnect26">CMS Connect 26</a></h4>August 5-6, 2026 – Montreal, CanadaThe best conferences create space for honest, experience-based conversations. Not sales pitches. Not hype. Just thoughtful exchanges between people who spend their days designing, building, running, and evolving digital experiences. CMS Connect brings together people who share real stories from their work and platforms and who are interested in learning from each other on how to make things better. Over two days in Montreal, you can expect practitioner-led talks grounded in experience, conversations about trade-offs, constraints, and decisions, and time to compare notes with peers facing similar challenges. Space is limited for this exclusive event, <a target="_blank" rel="noopener noreferrer" href="https://www.boye-co.com/conferences/cmsconnect26">so book your seats today.</a> <img style="width:36.69%" src="https://cmscritic.com/ms-content/uploads/2026/01/open-source-cms-26.jpg" /><h4 id="open-source-cms-26"><a target="_blank" rel="noopener noreferrer" href="https://www.boye-co.com/conferences/opensourcecms26">Open Source CMS 26</a></h4>October 20–21, 2026 – Utrecht, NetherlandsJoin us for the first annual edition of our prestigious international conference dedicated to making open source CMS better. This event is already being called the “missing gathering place” for the open source CMS community – an international conference with confirmed participants from Europe and North America. Be part of a friendly mix of digital leaders from notable open source CMS projects, agencies, even a few industry analysts who get together to learn, network, and talk about what really matters when it comes to creating better open source CMS projects right now and for the foreseeable future. <a target="_blank" rel="noopener noreferrer" href="https://www.boye-co.com/conferences/opensourcecms26/tickets">Book your tickets today.</a> <a target="_blank" rel="noopener noreferrer" href="https://www.storyblok.com/joyconf"><img style="width:34.57%" src="https://cmscritic.com/ms-content/uploads/2026/07/joyconf-2026-logo.png" /></a><h4 id="storyblok-joyconf-2026"><a target="_blank" rel="noopener noreferrer" href="https://www.storyblok.com/joyconf">Storyblok JoyConf 2026</a></h4>October 28 - 29, Rheingoldhalle, Mainz (Frankfurt)JoyConf 2026 is where developers, marketers, and digital innovators come together from all around the world, united by one powerful idea: great content isn’t built by tools alone – it’s built by people who rely on systems to deliver their best work to the world. In an era where technology is increasingly shaped by AI, Content Confidence becomes your competitive advantage. When you can create, manage, and scale content that performs seamlessly across channels, platforms, and AI, you don’t just keep up – you win. <a target="_blank" rel="noopener noreferrer" href="https://www.storyblok.com/joyconf">Book your seats today.</a> <a target="_blank" rel="noopener noreferrer" href="https://symposium.sitecore.com/"><img style="width:36.36%" src="https://cmscritic.com/ms-content/uploads/2026/07/sitecore-symposium-2026.png" /></a><h4 id="sitecore-symposium-2026"><a target="_blank" rel="noopener noreferrer" href="https://symposium.sitecore.com/">Sitecore Symposium 2026</a></h4>November 10 - 12, Orlando, FloridaWelcome to “Marketing Rewired” at Sitecore Symposium 2026! Sitecore's annual flagship global conference brings together customers, partners, developers, marketers, and digital experience leaders to explore the latest innovations in digital experience, content management, AI, personalization, and customer engagement. This year's event features keynote presentations from Sitecore executives and industry experts, product announcements, hands-on learning, technical sessions, customer success stories, and networking opportunities focused on helping organizations build more intelligent, connected, and AI-powered digital experiences. <a target="_blank" rel="noopener noreferrer" href="https://symposium.sitecore.com/">Book your seats today.</a>

The ROI Trap: Why AI Needs More Than Individual Productivity Gains

mike-spenceley

<a target="_blank" rel="noopener noreferrer" href="https://cmscritic.com/critics/geetha-rajan">Geetha Rajan</a> is a strategy executive advising Fortune 500 companies on AI adoption, AI transformation, and organizational change, and a CMS Critic contributor. <hr /> <a target="_blank" rel="noopener noreferrer" href="https://en.wikipedia.org/wiki/Vibe_coding">Vibe coding</a> has collapsed the barrier to building software. It hasn’t moved the barrier to selling it.The numbers tell the story clearly. According to the <a target="_blank" rel="noopener noreferrer" href="https://survey.stackoverflow.co/2025/">Stack Overflow 2025 Developer Survey,</a> which surveyed nearly 50,000 developers, 84% now use AI coding tools. Yet only 29% trust their accuracy, down from 40% the year prior. <a target="_blank" rel="noopener noreferrer" href="https://cmscritic.com/products/google-cloud-platform">Google Cloud’s</a> <a target="_blank" rel="noopener noreferrer" href="https://linearb.io/resources/dora-report">DORA 2025 State of DevOps Report</a> puts daily AI tool usage across software teams at 90%. The volume of output this is producing is staggering. And it is flooding enterprise procurement queues with products that weren’t built for the environment they’re trying to enter.I’ve spent the past several years evaluating early-stage AI products as a judge and mentor across startup competitions and accelerators and conducting independent research into why enterprise AI initiatives fail at scale. The pattern I see repeatedly: the tools are getting faster, more polished, and easier to spin up. But the enterprise buying process hasn’t changed at all. And in a market flooded with vibe-coded submissions, the gap between what founders ship and what enterprises actually purchase is wider than ever.<h3 id="features-were-never-the-moat">Features Were Never the Moat</h3>Here’s the uncomfortable truth for vendors watching their feature differentiation erode: in enterprise, features were rarely what closed the deal in the first place.I’ve been in the rooms where these decisions get made. The vendor who won was rarely the one with the best demo. It was the one who made the enterprise feel safest.Safe means something specific. It means the CISO’s questions were answered before they were asked. It means compliance documentation showed up in meeting one, not when procurement requested it. It means the vendor understood the buyer’s data architecture before pitching a solution that depended on it.The security data makes the CISO’s caution rational rather than obstructive. <a target="_blank" rel="noopener noreferrer" href="https://www.veracode.com/blog/spring-2026-genai-code-security/">Veracode’s Spring 2026 GenAI Code Security Update</a> found that 45% of AI-generated code contains security flaws – and that cross-site scripting failures appear in 85% of AI-generated code samples tested. Vibe coding has commoditized the how of software development. It has raised the price of the why. When anyone can generate a feature, the buyer’s focus shifts from the code to the standards that ensure the tool can actually function inside a composable, integrated enterprise stack. Architectural credibility isn’t something you can prompt your way into.Most founders discover the CISO has veto power in week ten, when a data residency concern surfaces that could have been addressed in the first conversation – and the deal quietly dies. I’ve watched this happen: a founder demos beautifully, earns a pilot, and learns in month three that their data handling doesn’t meet the buyer’s regulatory requirements. The product didn’t change. The environment it was entering never changed either. Nobody asked.The vendors who navigate this successfully don’t avoid the security conversation. They lead with it. Vibe coding can replicate a feature. It cannot replicate the organizational credibility that comes from having navigated these conversations before.<h3 id="you’re-not-selling-to-a-platform-decision-—-you’re-selling-to-a-population">You’re Not Selling to a Platform Decision — You’re Selling to a Population</h3>Every enterprise contains roughly the same distribution of people, each requiring a completely different approach. <figure class="image image_resized" style="width:44.67%"><img src="https://cmscritic.com/ms-content/uploads/2026/04/pilot-to-scale-diagram.jpg" /></figure>The Four Segments Model – Pilots to Scale™ Framework From my research across hundreds of enterprise engagements, four segments appear reliably. Champions – roughly 20% of any organization – are already experimenting and will advocate internally. The mistake is finding one and treating it as the whole story. Explorers, the largest group at around 40%, want to adopt but don’t know where to start. They need structure, not a blank canvas. Skeptics have watched technology initiatives fail before; they move on evidence, not enthusiasm. Experts have deep technical fluency but limited organizational reach – waste them on easy problems and you lose their endorsement entirely.One playbook fails across all four. The vendors who succeed map their approach to the segment in front of them, not the one they wish they were talking to. Vibe coding can ship a feature overnight. It cannot segment an organization’s adoption posture for you.<h3 id="the-three-things-that-actually-close-enterprise-deals">The Three Things That Actually Close Enterprise Deals</h3>What remains from every enterprise evaluation I’ve been part of or studied are three things: trust, predictability, and demonstrated value.Trust is built before the first slide. It comes from signals about organizational seriousness, security readiness, and long-term viability. In a market suddenly flooded with vibe-coded tools, the question enterprise buyers are quietly asking is: will this vendor exist in three years? Will they support the integration we build around them? Can I defend this decision internally when something breaks?Predictability stems from the pilot’s structure. A pilot run on clean, sanitized data in a controlled environment is not a pilot – it’s a controlled experiment. Real enterprise environments have missing fields, inconsistent formats, legacy systems feeding into one another, and edge cases that nobody documented. The product that performed beautifully in the demo encounters production and produces something entirely different. Founders who scope pilots like a product trial – 30 days, friendly users, no real production complexity – win the pilot and lose the deal.Value is earned through a business case the buyer helped build. An ROI model you construct alone will be challenged on every assumption when it reaches a procurement committee. A business case built with the buyer’s own numbers and validated by their own team becomes their internal mandate. They will defend it. You are not selling them a product – you are giving them the ammunition to buy it.<h2 id="the-adoption-gap-vibe-coding-ignores">The Adoption Gap Vibe Coding Ignores</h2>While vibe coding has produced an explosion in code volume, the reality of production is stark. According to <a target="_blank" rel="noopener noreferrer" href="https://fortune.com/2025/08/18/mit-report-95-percent-generative-ai-pilots-at-companies-failing-cfo/">MIT’s NANDA research, 95% of generative AI pilots fail to deliver measurable ROI </a>despite tens of billions in cumulative spend. McKinsey’s 2025 State of AI report found that only 5.5% of organizations are seeing real financial returns. And a March 2026 survey of technology leaders by Digital Applied found that just 14% of enterprises have reached production scale for AI agents.<ul><li>We aren’t suffering from a lack of code. We’re suffering from a lack of certainty.</li><li>78% of enterprises have deployed AI. Only 4% are scaling it.</li><li>That gap is not a technology problem.</li></ul>It is an execution environment failure – one I’ve tracked directly through my own interviews with over 200 operational leaders, and the basis for the <a target="_blank" rel="noopener noreferrer" href="https://www.operablestrategy.com/research">Pilots to Scale™ framework.</a> The middle layer of the enterprise, the managers responsible for translating platform decisions into operational reality, is consistently where adoption stalls. Not because of executive resistance. The organizational infrastructure required to operationalize what was purchased hasn’t been built yet.Vibe coding accelerates the supply side of this equation. It does nothing for the demand side. If anything, it widens the gap – more products entering an environment no more ready to absorb them than it was before.<h3 id="what-the-moat-actually-is">What the Moat Actually Is</h3>The vendors who will survive this moment are not the ones who out-feature the vibe coders. They’re the ones who have built something vibe coding genuinely cannot replicate: a track record of navigating enterprise complexity, a community of practitioners who can vouch for them, and an organizational understanding of what it takes to get a platform adopted – not just purchased.What enterprise is buying has always had the same answer. Confidence that this will still be working and still be supported in three years. Assurance that the vendor understands their environment well enough to be a real partner in it. A reduction of organizational risk, not an addition of organizational capability.Vibe coding didn’t break the enterprise software model. It exposed what the model was. <hr /><h3 id="upcoming-events">Upcoming Events</h3> <img style="width:34.15%" src="https://cmscritic.com/ms-content/uploads/2026/01/logo_jday_hor.png" /><h4 id="joomladay-usa-2026"><a target="_blank" rel="noopener noreferrer" href="https://www.jdayusa.com/">JoomlaDay USA 2026</a></h4>April 29 - May 2, 2026 – Delray Beach, FloridaBe part of the Joomla community in one of the most iconic cities in the world! JoomlaDay USA 2026 is coming to Delray Beach, and you can join us for a dynamic event packed with insights, workshops, and networking opportunities. Learn from top Joomla experts and developers offering valuable insights and real-world solutions. Participate in interactive workshops and sessions and enhance your skills in Joomla management, development, design, and more. And connect with fellow Joomla enthusiasts, developers, and professionals from across the world.<a target="_blank" rel="noopener noreferrer" href="https://www.jdayusa.com/"> Book your seats today.</a> <img style="width:30.06%" src="https://cmscritic.com/ms-content/uploads/2026/01/cms-summit-26-logo.jpg" alt="" /><h4 id="cms-summit-26"><a target="_blank" rel="noopener noreferrer" href="https://www.boye-co.com/conferences/cmssummit26">CMS Summit 26</a></h4>May 12-13, 2026 – Frankfurt, GermanyThe best conferences create space for honest, experience-based conversations. Not sales pitches. Not hype. Just thoughtful exchanges between people who spend their days designing, building, running, and evolving digital experiences. CMS Summit brings together people who share real stories from their work and platforms and who are interested in learning from each other on how to make things better. Over two days in Frankfurt, you can expect practitioner-led talks grounded in experience, conversations about trade-offs, constraints, and decisions, and time to compare notes with peers facing similar challenges. Space is limited for this exclusive event, <a target="_blank" rel="noopener noreferrer" href="https://www.boye-co.com/conferences/cmssummit26/tickets">so book your seats today.</a> <a target="_blank" rel="noopener noreferrer" href="https://kontent.ai/events-and-webinars/raise-amsterdam/?utm_campaign=awareness-fy26&amp;utm_source=cms-critic&amp;utm_medium=referral&amp;pi_campaign_id=117478"><img style="width:23.45%" src="https://cmscritic.com/ms-content/uploads/2026/04/raise-logo-kontent.jpg" alt="" /></a><h4 id="raise-amsterdam"><a target="_blank" rel="noopener noreferrer" href="https://kontent.ai/events-and-webinars/raise-amsterdam/?utm_campaign=awareness-fy26&amp;utm_source=cms-critic&amp;utm_medium=referral&amp;pi_campaign_id=117478">RAISE Amsterdam</a></h4>May 20, 2026 – Amsterdam, NetherlandsSponsored by Kontent.ai, RAISE Amsterdam brings together bold marketing and technology leaders to explore how agentic AI is reshaping the way ambitious brands create and deliver content and what it takes to use it safely, responsibly, and with proper governance. Experience the ideas that are shaping the future and dive into big thinking, innovative strategies, and expert insights. Held at the Klein Canvas, Volkshotel, you'll hear from world-class speakers in dynamic sessions that will reveal how AI-powered content operations are accelerating production, improving governance, and driving creative impact. <a target="_blank" rel="noopener noreferrer" href="https://kontent.ai/events-and-webinars/raise-amsterdam/?utm_campaign=awareness-fy26&amp;utm_source=cms-critic&amp;utm_medium=referral&amp;pi_campaign_id=117478">Limited spots are available, so book yours today.</a> <img style="width:30.13%" src="https://cmscritic.com/ms-content/uploads/2025/12/image-1765546475634.png" /><h4 id="umbraco-codegarden-2026"><a target="_blank" rel="noopener noreferrer" href="https://codegarden.umbraco.com/">Umbraco Codegarden 2026</a></h4>June 10–11, 2026 – Copenhagen, DKJoin us in Copenhagen (or online) for the biggest Umbraco conference in the world – two full days of learning, genuine conversations, and the kind of inspiration that brings business leaders, developers, and digital creators together. Codegarden 2026 is packed with both business and tech content, from deep-dive workshops and advanced sessions to real-world case studies and strategy talks. You’ll leave with ideas, strategies, and knowledge you can put into practice immediately. <a target="_blank" rel="noopener noreferrer" href="https://codegarden.umbraco.com/">Book your tickets today.</a> <img style="width:36.69%" src="https://cmscritic.com/ms-content/uploads/2026/01/open-source-cms-26.jpg" /><h4 id="open-source-cms-26"><a target="_blank" rel="noopener noreferrer" href="https://www.boye-co.com/conferences/opensourcecms26">Open Source CMS 26</a></h4>October 20–21, 2026 – Utrecht, NetherlandsJoin us for the first annual edition of our prestigious international conference dedicated to making open source CMS better. This event is already being called the “missing gathering place” for the open source CMS community – an international conference with confirmed participants from Europe and North America. Be part of a friendly mix of digital leaders from notable open source CMS projects, agencies, even a few industry analysts who get together to learn, network, and talk about what really matters when it comes to creating better open source CMS projects right now and for the foreseeable future. <a target="_blank" rel="noopener noreferrer" href="https://www.boye-co.com/conferences/opensourcecms26/tickets">Book your tickets today.</a>

You can ship in days with AI. But you still can’t sell to the enterprise. Here's why

geetha-rajan

<a target="_blank" rel="noopener noreferrer" href="https://cmscritic.com/critics/isabellaotero">Bastian Sirvend</a><a target="_blank" rel="noopener noreferrer" href="https://cmscritic.com/critics/dan-drapeau"> </a>is a CMS/DXP expert and analyst, founder of <a target="_blank" rel="noopener noreferrer" href="https://sutsche.com/">SUTSCHE</a> and <a target="_blank" rel="noopener noreferrer" href="https://www.enhancely.ai/">enhancely.ai</a>, and a CMS Critic contributor. <hr /> We’ve installed <a target="_blank" rel="noopener noreferrer" href="https://blog.cloudflare.com/emdash-wordpress/">EmDash, Cloudflare’s new open-source CMS,</a> which was released on April 1st. No joke, even if the timing looked like one. Naturally, we were curious, as LinkedIn and the like were bursting at the seams with posts about EmDash’s tech and functionality, and how it’s supposedly the “WordPress killer.”Since we’d already got it up and running, we went straight to building a plugin for <a target="_blank" rel="noopener noreferrer" href="https://www.enhancely.ai/">enhancely.ai</a>, our automation platform that addresses a critical gap in web content: broken or missing structured data. It instantly generates schema markup, enabling AI tools like <a target="_blank" rel="noopener noreferrer" href="https://chatgpt.com/">ChatGPT</a> and <a target="_blank" rel="noopener noreferrer" href="https://www.perplexity.ai/">Perplexity</a> to better understand website content without requiring manual rewrites.Automated schema markup without an editor having to lift a finger. I'm happy to report that it all worked: A fully functional CMS in what felt like an hour, with a plugin created and packaged. We even found a bug in EmDash along the way, fixed it, and submitted a pull request. What a day.And ever since then, one question has been on my mind: how will this change the way we select a CMS? There's a lot to unpack here, but let's start with how we've been doing it up until now — and why I believe EmDash is changing things. <h3 id="how-to-select-a-cms:-the-sutsche-approach">How to select a CMS: The SUTSCHE approach</h3>When our team at <a target="_blank" rel="noopener noreferrer" href="https://sutsche.com/">SUTSCHE</a> supports clients in selecting a system, we consider the decision from five different angles: <ol><li>How well does the system meet the functional requirements? </li><li>How does it fit into the overall picture, both technically and architecturally? </li><li>How does it perform within the ecosystem, in integrations, and in interfaces? </li><li>What are the financial and strategic implications — both now and in three years? </li><li>And how will it actually be adopted and operated by the people within the organisation?</li></ol><figure class="image image_resized" style="width:93.64%"><img src="https://cmscritic.com/ms-content/uploads/2026/04/bildschirmfoto-2026-04-03-um-22.png" /></figure>Five comprehensive dimensions. Not just a checklist.That's always been our approach. Because choosing a CMS isn’t just about features. It’s a decision about the foundation on which a company builds its content. It’s about the paths that lead to the website or shop, not just a piece of software where you tick boxes. Ultimately, it’s a project you’re buying, and that is far more complex than mere functionality.Then <a target="_blank" rel="noopener noreferrer" href="https://modelcontextprotocol.io/docs/getting-started/intro">MCP servers</a> were introduced. A new kind of functionality that's operating on a different level from standard functions that are carried out manually. In short, more than just APIs. Suddenly, tasks that had previously been carried out by hand – content migration, schema adjustments, repetitive administrative tasks — could be handled by agents. The CMS could now be controlled remotely. Manual processes that had been time-consuming for years could suddenly be automated. We've taken this into account in our assessment. A new dimension, a proven framework. Good. That makes sense.<h3 id="but-with-the-release-of-emdash,-something-different-happened-for-me…">But with the release of EmDash, something different happened for me…</h3>Not because it’s MCP-compatible. Not because it’s built on <a target="_blank" rel="noopener noreferrer" href="https://astro.build/">Astro</a> or MIT-licensed or can run on <a target="_blank" rel="noopener noreferrer" href="https://www.cloudflare.com/">Cloudflare</a>. Because it was built in two months. By an experienced developer, to be sure. And using AI agents. But still, two months for a complete CMS with an admin panel, plugin system, authentication, migration tool, and MCP server?The step from “agents controlling a CMS” to “agents building a CMS” sounds big. It isn’t anymore.Because it means that features that are still missing today will be there tomorrow, and just a few prompts away. The gap between systems — the gap that has structured the selection process for years — isn’t collapsing dramatically. It’s simply shrinking quietly. And other things that should concern customers within the five dimensions are becoming increasingly important.<h3 id="and-this-is-precisely-where-i-ask-myself,-‘how-does-this-change-the-way-we-make-decisions?’">And this is precisely where I ask myself, ‘How does this change the way we make decisions?’</h3>The functional dimension — does the system have feature X, to what standard, to what extent — has long been the loudest voice in the selection process. It isn’t going to disappear. But it is becoming less prominent. Because the argument that “our competitor doesn’t have that yet” is losing its impact more quickly. Anyone who thinks this is just theory is mistaken. From my own experience, I can say that the author of this document has created a fully functional website based on a CMS using <a target="_blank" rel="noopener noreferrer" href="https://code.claude.com/docs/en/overview">Claude Code,</a> the documentation for some fairly significant CMS platforms, a template/style guide, and a healthy dose of curiosity. Including a few functional enhancements.Let’s shift perspective and move up a level here, too. While I was moderating a product presentation, the question popped up in a chat: “Please don’t stone me, but what exactly is the difference between <a target="_blank" rel="noopener noreferrer" href="https://cmscritic.com/products/typo3">TYPO3</a> and <a target="_blank" rel="noopener noreferrer" href="https://cmscritic.com/products/umbraco">Umbraco</a>?” An absolutely valid question at first, but one participant’s answer astonished me. “It's the technology stack," they said.Yes, that's true. TYPO3 is PHP, while Umbraco is .NET. But are these still real differentiators? The arguments had already been watered down when it came to clients using agencies to do the programming work. With SaaS, this has been further diluted. And now? In times when IBM shares are plummeting because Claude Code can also speak <a target="_blank" rel="noopener noreferrer" href="https://en.wikipedia.org/wiki/COBOL">COBOL</a>, migrating from one technology stack to the next is really just a matter of a prompt and a couple of sharp glances (my old math teacher always used to say when simplifying complex equations, “you just need to take a sharp look once, and then you’ve got it”). Of course, that’s an exaggeration. There’s still quite a bit involved — but the hurdle is eroding more and more.<h3 id="what-remains-are-the-other-four-dimensions-of-decision-making.-and-i-believe-they-are-becoming-more-important-–-not-less-so.">What remains are the other four dimensions of decision-making. And I believe they are becoming more important – not less so.</h3>Who do I entrust my content foundation to in the long term? Who will still be supporting the system in three years? What ecosystem is growing around it? Which partners, which community, which integrations? How does it fit into the organization, into the teams, into the actual work processes? These aren’t new questions. But they’re coming to the forefront. And as I think about it further while writing this, I come to the conclusion that, in the end, it’s still the people, agencies, and project stakeholders who have to bring it to life. No matter what “it” turns out to be. Even with incredibly impressive AI support in feature development, the piece of software must fit into the organization, the IT landscape, and the client’s processes — or find a place there.And as I think about this further, my talk with <a target="_blank" rel="noopener noreferrer" href="https://cmscritic.com/critics/janus-boye">Janus Boye</a> at the <a target="_blank" rel="noopener noreferrer" href="https://aarhus25.boye-co.com/">Boye Aarhus 25 Conference</a> might become even more important. The point was that, due to the development of AI and the lack of adaptation on the part of customers, something needs to change along the entire value chain.<figure class="image image_resized" style="width:89.26%"><img src="https://cmscritic.com/ms-content/uploads/2026/04/boye_adoptiongap.png" /></figure> In my view, the role of agencies needs to change dramatically, away from pure development and away from being a “workshop” and towards becoming consultants. The new agency helps clients with organizational development and process optimization. It helps clients to measure and evaluate what has been built and produced, and then to adapt, refine, and optimize it — so that it works even better for them.<figure class="image image_resized" style="width:89.44%"><img src="https://cmscritic.com/ms-content/uploads/2026/04/boye_adoptiongap2.png" /></figure> In my presentation, I outlined the role of vendors as enablers. They empower agencies to use the software to ask the right questions of the client and to initiate change, so that the software can truly make a difference. In my view, we may need to rethink or re-evaluate the role of vendors. Beyond a controlled development process, it is perhaps the establishment and empowerment, knowledge transfer, and network design that ultimately bring an ecosystem to life and make the difference. The entire interplay of technology, processes, and collaboration. A genuine network.EmDash currently has no satisfactory answer (at least not yet) to most of the points we consider when selecting systems and what we’ve discussed. Version 0.1.0 is just version 0.1.0. It’s been “on the market” since 2026. No ecosystem. No community. No track record. And I don’t see it as a WordPress killer, either. And as I said, this isn’t based on functionality, tech stack, or anything like that. However, it is a demonstration of what is technically possible. And for some use cases, it’s already a valid choice (quickly creating a landing page, setting up satellite sites, putting up a blackout page, testing a prototype).For us at SUTSCHE, this means we’ve been asking the right questions all along. Not because we foresaw it, but because a structured decision has always been about more than just a list of features. <hr /><h3 id="upcoming-events">Upcoming Events</h3> <img style="width:34.15%" src="https://cmscritic.com/ms-content/uploads/2026/01/logo_jday_hor.png" /><h4 id="joomladay-usa-2026"><a target="_blank" rel="noopener noreferrer" href="https://www.jdayusa.com/">JoomlaDay USA 2026</a></h4>April 29 - May 2, 2026 – Delray Beach, FloridaBe part of the Joomla community in one of the most iconic cities in the world! JoomlaDay USA 2026 is coming to Delray Beach, and you can join us for a dynamic event packed with insights, workshops, and networking opportunities. Learn from top Joomla experts and developers offering valuable insights and real-world solutions. Participate in interactive workshops and sessions and enhance your skills in Joomla management, development, design, and more. And connect with fellow Joomla enthusiasts, developers, and professionals from across the world.<a target="_blank" rel="noopener noreferrer" href="https://www.jdayusa.com/"> Book your seats today.</a> <img style="width:30.06%" src="https://cmscritic.com/ms-content/uploads/2026/01/cms-summit-26-logo.jpg" alt="" /><h4 id="cms-summit-26"><a target="_blank" rel="noopener noreferrer" href="https://www.boye-co.com/conferences/cmssummit26">CMS Summit 26</a></h4>May 12-13, 2026 – Frankfurt, GermanyThe best conferences create space for honest, experience-based conversations. Not sales pitches. Not hype. Just thoughtful exchanges between people who spend their days designing, building, running, and evolving digital experiences. CMS Summit brings together people who share real stories from their work and platforms and who are interested in learning from each other on how to make things better. Over two days in Frankfurt, you can expect practitioner-led talks grounded in experience, conversations about trade-offs, constraints, and decisions, and time to compare notes with peers facing similar challenges. Space is limited for this exclusive event, <a target="_blank" rel="noopener noreferrer" href="https://www.boye-co.com/conferences/cmssummit26/tickets">so book your seats today.</a> <img style="width:30.13%" src="https://cmscritic.com/ms-content/uploads/2025/12/image-1765546475634.png" /><h4 id="umbraco-codegarden-2026"><a target="_blank" rel="noopener noreferrer" href="https://codegarden.umbraco.com/">Umbraco Codegarden 2026</a></h4>June 10–11, 2026 – Copenhagen, DKJoin us in Copenhagen (or online) for the biggest Umbraco conference in the world – two full days of learning, genuine conversations, and the kind of inspiration that brings business leaders, developers, and digital creators together. Codegarden 2026 is packed with both business and tech content, from deep-dive workshops and advanced sessions to real-world case studies and strategy talks. You’ll leave with ideas, strategies, and knowledge you can put into practice immediately. <a target="_blank" rel="noopener noreferrer" href="https://codegarden.umbraco.com/">Book your tickets today.</a> <img style="width:36.69%" src="https://cmscritic.com/ms-content/uploads/2026/01/open-source-cms-26.jpg" /><h4 id="open-source-cms-26"><a target="_blank" rel="noopener noreferrer" href="https://www.boye-co.com/conferences/opensourcecms26">Open Source CMS 26</a></h4>October 20–21, 2026 – Utrecht, NetherlandsJoin us for the first annual edition of our prestigious international conference dedicated to making open source CMS better. This event is already being called the “missing gathering place” for the open source CMS community – an international conference with confirmed participants from Europe and North America. Be part of a friendly mix of digital leaders from notable open source CMS projects, agencies, even a few industry analysts who get together to learn, network, and talk about what really matters when it comes to creating better open source CMS projects right now and for the foreseeable future. <a target="_blank" rel="noopener noreferrer" href="https://www.boye-co.com/conferences/opensourcecms26/tickets">Book your tickets today.</a>

After EmDash — what am I actually buying when I choose a CMS?

bastiansirvend

<a target="_blank" rel="noopener noreferrer" href="https://cmscritic.com/critics/scottliewehr">Scott Liewehr</a><a target="_blank" rel="noopener noreferrer" href="https://cmscritic.com/critics/dan-drapeau"> </a>is Global Vice President of Market Strategy &amp; Growth at <a target="_blank" rel="noopener noreferrer" href="https://cmscritic.com/products/sitecore">Sitecore</a> and a CMS Critic contributor. <hr /> I’ve spent over twenty-five years helping organizations communicate with their customers through digital channels. First as an industry analyst and now at <a target="_blank" rel="noopener noreferrer" href="https://www.sitecore.com/">Sitecore</a>, I’ve watched this industry invent, reinvent, and re-reinvent concepts like content management and digital experience management so many times I’ve lost count. Yet, through every cycle, one thing remained true: a human created the message, and another human consumed it. The technology was just the delivery mechanism. The fundamental exchange was always human-to-human. H2H, if you will.That’s over. For the marketers who have realized this, there is a quiet, existential grief. We’ve spent decades trying to forge an emotional “spark” between our brand’s soul and a human customer. Admitting that this spark must now travel through a cold, transformer-based intermediary feels like a betrayal of the craft. But ignoring it won't bring back the 'good old days' of direct traffic.<h3 id="where-most-marketers-are-right-now">Where most marketers are right now</h3>Right now, AI is a creation tool. Marketers are using <a target="_blank" rel="noopener noreferrer" href="https://chatgpt.com/">ChatGPT</a>, <a target="_blank" rel="noopener noreferrer" href="https://www.microsoft.com/en-us/microsoft-copilot/organizations">Copilot</a>, AI agents within their platform – pick your flavor – to draft blog posts, generate ad copy, and produce email variations at scale. The industry is spending a lot of energy debating whether this is going to kill copywriters (it isn’t), whether AI-generated content is “authentic” (depends on who’s using it), and whether we should ban the em dash forever (I refuse!). But while we’re having those debates, something more fundamental is shifting underneath us.What’s happening is simple: AI has inserted itself between the marketer and the audience. The marketer is still a human. The audience is still a human. But the creation process now has a machine in the middle. Call it H2A2H: Human to AI to Human. The AI helps you write more, faster, better. But the brief hasn’t changed. You’re still writing for a person. The buyer is still the target reader. The website visitor is still the audience. The AI is a productivity tool, and the humans on either end of the equation are the ones that matter.This is the state of the art right now. And here’s the thing: most marketing organizations think this is cutting-edge.They’re already behind.<h3 id="the-shift-that-needs-to-happen-next">The shift that needs to happen next</h3>Here’s what needs to change, and what I think most people in our industry haven’t fully internalized yet: the audience has shifted. It’s not just that AI is helping us create content. It’s that AI has become the primary consumer of that content. An LLM crawls your blog post. An answer engine indexes your press release. An agentic search system ingests your product page and synthesizes it alongside your competitors’ claims. And then – and this is the critical part – that AI delivers its own version of your message to the human at the end of the chain.The full sequence is now H2A→A2H: Human to AI to AI to Human. The first A helps you create. The second A decides whether and how your brand shows up when a customer asks a question. That second A is the new gatekeeper. And here’s what makes it especially interesting: that second AI has something you’ve never had. It has real-time context about exactly what the person on the other end is looking for.Most marketers haven’t noticed the ground shifting. Even the AEO/GEO crowd – the Answer Engine Optimization and Generative Engine Optimization folks – are trapped in H2A2H thinking. They’re adding FAQ blocks and schema markup to every page, treating machine-readability as an afterthought to human-centric design. Their goal is to make human content “parseable” by LLMs. That’s a search engine mindset in a synthesizer world. These marketers are still trying to rank first in a list. But in an H2A→A2H reality, the list doesn’t exist. There is only one single, synthesized answer. And if your brand isn't part of that synthesis, you don't just rank low, you don't exist.<h3 id="the-brief-changes">The Brief Changes</h3>If all of this is true – and I believe it is – then the creative brief has to change. Consider the evolution:<ul><li>H2H: “Write something compelling for our target buyer to read.”</li><li>H2A2H: “Use AI to write something compelling for our target buyer to read. Oh, and add some structured data so LLMs can parse it too.”</li><li>H2A→A2H: “Use AI to create content that an LLM will select as the authoritative source and deliver to a buyer in exactly the context they need – because the LLM knows what they’re looking for better than we do.”</li></ul>Read those three briefs again. The first two are variations of the same job: write for a human. The third is a genuinely different job. You’re no longer crafting a message for someone to consume directly. You’re crafting raw material for an AI to carry faithfully to a person. That distinction – crafting for direct consumption versus crafting for faithful carriage – is, I think, the strategic pivot of the next decade in content marketing. And almost nobody is talking about it.<h3 id="why-the-second-‘a’-is-a-better-personalizer-than-you-are">Why the second ‘A’ is a better personalizer than you are</h3>Here’s the part of this argument that marketers will find most uncomfortable: the LLM on the other end of this chain is better at serving your customer than you are.When you write a blog post or a product page, you’re writing for a segment – “a senior decision-maker at a mid-to-large enterprise.” You’re crafting a message for thousands of people who happen to share a few demographic traits. That isn’t personalization; it’s just better than average guessing, and we’ve been pretending it’s enough for two decades. The LLM doesn’t guess. It knows the exact question being asked. It knows the conversational context, the specific level of detail required, and increasingly, the user’s entire preferences and history. It takes your content and delivers precisely the answer that person needs, in the tone they want, contextualized against everything else they’ve researched. The second A has you beat on last-mile delivery, and the gap is widening.So, the logical question is: if the AI is going to handle the final delivery anyway, and it’s going to do a better job of contextualizing and personalizing than you can, then what exactly should you be optimizing for? The answer is: give the second A the best possible raw material. When I say, 'raw material,' I’m not talking about a prettier PDF or a blog post with better keywords. I’m talking about high-density brand truths. If you sell enterprise software, your 'raw material' is no longer a flowery case study; it is a structured, verifiable data set of your specific capabilities, compliance standards, and pricing logic that an agentic system can ingest without hallucinating. You are building an authoritative 'knowledge graph' for the machine to carry, not a brochure for a human to skim.<h3 id="the-expectation-ratchet">The expectation ratchet</h3>This shift isn’t going to reverse itself. In fact, I think the pace is going to catch most of the industry off guard.Every time an LLM provides a genuinely contextual, synthesized answer to a specific question, it raises the bar for what a human expects from information. Once you’ve asked a nuanced question and received a tailored, multi-source answer in 12 seconds – whether it’s about running shoes for flat feet or enterprise platforms that handle regulated content – browsing a website feels like thumbing through a phone book. And you don’t go back. You just don’t.I’ve been ringing the alarm about the obsolescence of various web paradigms since the WCM era (I even wrote for Inside CXM back in 2013 about how <a target="_blank" rel="noopener noreferrer" href="https://digitalclaritygroup.com/archives/netflix-you-dont-know-diddly-about-context">Netflix was missing the mark on context</a>). But this is different. This isn’t about making the website; it’s about the website becoming a secondary delivery channel entirely. AI-referred web sessions surged 527% year-over-year in the first half of 2025. That isn’t just a trend line. It’s the foot of a curve. The website won’t die, but its primary purpose fundamentally shifts from a “destination for humans” to “content engine that feeds the AI layer.”<h3 id="the-invisible-editor">The invisible editor</h3>This is the part that keeps me up at night: the second A in H2A→A2H is, functionally, an editor. When a customer asks an LLM about your category, the model assembles an answer by making editorial decisions: which sources to cite, which claims to foreground, which brands to ignore. It’s curating and compressing your brand’s message in real time, at scale, millions of times a day, all with zero human oversight.You can’t pitch this editor. You can’t take it to lunch. You can’t send it an embargo or a press release with a personalized note. Trust me, I’ve spent enough time on both sides of the analyst and media relationship to know the value of those things, and they are useless here. The only way to influence the AI editor is by the quality of the raw material you feed it. Substance. Structure. Authority. Specificity. That’s it.Here’s the paradox: this shift should make brands more distinctive, not less. While everyone fears AI will homogenize communication, the opposite is happening. The AI editor is a clarity machine; it rewards the signal and incinerates the noise. Generic messaging gets compressed into noise. Bold, specific, and well-structured positions get cited. It rewards the brands that actually have something to say and punishes those running on platitudes. We’ve spent years hiding behind “marketing speak” that says nothing. Now, there’s a machine that can tell the difference. And it’s making editorial decisions about your brand accordingly.<h3 id="it’s-not-replacement.-the-reader-changed.">It’s not replacement. The reader changed.</h3>The marketer’s job hasn’t disappeared; the audience has simply evolved. Human judgment, brand instinct, strategic positioning, and point of view are more critical now than ever, because they are the only qualities that survive the compression of the second A. Everything else gets flattened. The premium on human thinking – real, substantive thinking, not “thought leadership” that says nothing – has never been higher.We are no longer crafting messages for a person to read on a screen. We are crafting substance for a machine to carry faithfully to a person. And if you get the substance right – if your ideas are clear, your data is solid, your point of view is genuinely distinctive – that machine will deliver your message with more precision and effectiveness than any website or email campaign in history.The flow has fundamentally changed: Humans create (with AI) for AI, and AI carries it to humans. It's H2A→A2H. This isn’t a 5-year roadmap; it’s a reality unfolding in months. But the ones who embrace it won’t just have a competitive advantage. They’ll be the only ones whose brands even show up. The question is whether you’ll be one of them. <hr /><h3 id="upcoming-events">Upcoming Events</h3> <img style="width:34.15%" src="https://cmscritic.com/ms-content/uploads/2026/01/logo_jday_hor.png" /><h4 id="joomladay-usa-2026"><a target="_blank" rel="noopener noreferrer" href="https://www.jdayusa.com/">JoomlaDay USA 2026</a></h4>April 29 - May 2, 2026 – Delray Beach, FloridaBe part of the Joomla community in one of the most iconic cities in the world! JoomlaDay USA 2026 is coming to Delray Beach, and you can join us for a dynamic event packed with insights, workshops, and networking opportunities. Learn from top Joomla experts and developers offering valuable insights and real-world solutions. Participate in interactive workshops and sessions and enhance your skills in Joomla management, development, design, and more. And connect with fellow Joomla enthusiasts, developers, and professionals from across the world.<a target="_blank" rel="noopener noreferrer" href="https://www.jdayusa.com/"> Book your seats today.</a> <img style="width:30.06%" src="https://cmscritic.com/ms-content/uploads/2026/01/cms-summit-26-logo.jpg" alt="" /><h4 id="cms-summit-26"><a target="_blank" rel="noopener noreferrer" href="https://www.boye-co.com/conferences/cmssummit26">CMS Summit 26</a></h4>May 12-13, 2026 – Frankfurt, GermanyThe best conferences create space for honest, experience-based conversations. Not sales pitches. Not hype. Just thoughtful exchanges between people who spend their days designing, building, running, and evolving digital experiences. CMS Summit brings together people who share real stories from their work and platforms and who are interested in learning from each other on how to make things better. Over two days in Frankfurt, you can expect practitioner-led talks grounded in experience, conversations about trade-offs, constraints, and decisions, and time to compare notes with peers facing similar challenges. Space is limited for this exclusive event, <a target="_blank" rel="noopener noreferrer" href="https://www.boye-co.com/conferences/cmssummit26/tickets">so book your seats today.</a> <img style="width:30.13%" src="https://cmscritic.com/ms-content/uploads/2025/12/image-1765546475634.png" /><h4 id="umbraco-codegarden-2026"><a target="_blank" rel="noopener noreferrer" href="https://codegarden.umbraco.com/">Umbraco Codegarden 2026</a></h4>June 10–11, 2026 – Copenhagen, DKJoin us in Copenhagen (or online) for the biggest Umbraco conference in the world – two full days of learning, genuine conversations, and the kind of inspiration that brings business leaders, developers, and digital creators together. Codegarden 2026 is packed with both business and tech content, from deep-dive workshops and advanced sessions to real-world case studies and strategy talks. You’ll leave with ideas, strategies, and knowledge you can put into practice immediately. <a target="_blank" rel="noopener noreferrer" href="https://codegarden.umbraco.com/">Book your tickets today.</a> <img style="width:36.69%" src="https://cmscritic.com/ms-content/uploads/2026/01/open-source-cms-26.jpg" /><h4 id="open-source-cms-26"><a target="_blank" rel="noopener noreferrer" href="https://www.boye-co.com/conferences/opensourcecms26">Open Source CMS 26</a></h4>October 20–21, 2026 – Utrecht, NetherlandsJoin us for the first annual edition of our prestigious international conference dedicated to making open source CMS better. This event is already being called the “missing gathering place” for the open source CMS community – an international conference with confirmed participants from Europe and North America. Be part of a friendly mix of digital leaders from notable open source CMS projects, agencies, even a few industry analysts who get together to learn, network, and talk about what really matters when it comes to creating better open source CMS projects right now and for the foreseeable future. <a target="_blank" rel="noopener noreferrer" href="https://www.boye-co.com/conferences/opensourcecms26/tickets">Book your tickets today.</a>

You’re Writing for the Wrong Audience

<a target="_blank" rel="noopener noreferrer" href="https://cmscritic.com/critics/dserrano">Daniel Serrano</a> is the CEO of <a target="_blank" rel="noopener noreferrer" href="https://cmscritic.com/products/griddo">Griddo</a> and a CMS Critic contributor. <hr /> Most universities don't have one website. They have dozens – sometimes over a hundred. Engineering has its own site. So does Business. Admissions runs campaign landing pages while Alumni Relations maintains a separate portal. Each school, department, and initiative accumulates its own digital presence over time.Managing this ecosystem with legacy tools isn't just an operational headache. It's costing institutions students.<h3 id="the-hidden-cost-of-digital-fragmentation">The Hidden Cost of Digital Fragmentation</h3>The root cause is structural: universities are decentralized by design. Different schools control their own budgets and naturally select their own technology. Over the years, this has produced a patchwork of WordPress instances, aging Drupal installations, and department-specific tools that don't communicate with each other.For IT teams, this means maintaining multiple platforms, each with its own security requirements, update cycles, and vendor relationships. For marketing teams, it means duplicated effort, inconsistent messaging, and constant requests to IT for changes that should take minutes but take weeks <a target="_blank" rel="noopener noreferrer" href="https://www.caylor-solutions.com/data-silos-stop-hoarding/">(Caylor Solutions).</a>But the real damage shows up in the student experience. Recent data from <a target="_blank" rel="noopener noreferrer" href="https://www.educause.edu/">Educause</a> reveals the scale of the problem:<ul><li>57% of students report that their institution's digital experience causes them stress at least "sometimes"</li><li>47% have missed a critical deadline – a payment, registration, or assignment – because they couldn't find the information they needed across siloed systems</li><li>41% say this confusion negatively affects their ability to learn or succeed academically</li><li>60% spend more than five minutes trying to locate essential items</li></ul>These aren't minor inconveniences. Missed payment deadlines affect revenue. Missed registration deadlines affect retention. And when nearly half of students struggle to navigate the institution's digital presence, that's a brand problem with enrollment implications.<h3 id="why-traditional-multisite-approaches-fall-short">Why Traditional Multisite Approaches Fall Short</h3>The conventional response to this fragmentation has been multisite architectures – spinning up WordPress or Drupal instances from a shared codebase. This gives institutions limited scale and no governance.You can deploy 50 sites from a central installation. But ensuring brand consistency across all of them? That still requires manual oversight, style guide enforcement, and expensive agency rework when departments inevitably drift. The underlying content remains siloed. The user experience remains fractured.Meanwhile, according to <a target="_blank" rel="noopener noreferrer" href="https://www.cbord.com/">Transact + CBORD (soon to be Illumia)</a>, 44% of higher education leaders cite implementation complexity as their biggest technology challenge when modernizing. Generic CMS platforms weren't designed for the specific governance requirements of higher education, where you need centralized control over brand and data while preserving departmental autonomy over content.<h3 id="a-different-architectural-approach">A Different Architectural Approach</h3>Solving this problem requires rethinking the relationship between governance and autonomy. The goal isn't to centralize everything — that would create bottlenecks and kill the agility that departments need. The goal is to centralize what must be consistent (brand, data, security) while decentralizing what should be autonomous (content creation, campaign execution).This is the approach we took when building <a target="_blank" rel="noopener noreferrer" href="https://griddo.io/en/">Griddo</a>. The platform emerged from <a target="_blank" rel="noopener noreferrer" href="https://www.secuoyas.com/en/">Secuoyas</a>, an agency with 18 years of experience working with institutions like IE University. That experience revealed a consistent pattern: universities needed a "connective tissue" that could wrap around their existing systems while providing governance at the ecosystem level.Two architectural decisions proved essential: Embedded Design Systems: Brand Consistency Without BottlenecksThe most visible symptom of fragmentation is inconsistent brand appearance. Even when institutions have comprehensive brand guidelines, enforcement across dozens of sites maintained by different teams is nearly impossible with traditional tools.Griddo addresses this by incorporating a fully brand-tailored Design System directly into the platform core. This isn't a style guide that teams reference – it's a structural constraint that makes brand drift architecturally impossible. Departments get full autonomy over their content while working within components that guarantee visual consistency.The result: marketing teams stop policing brand compliance and start focusing on strategy. Centralized Multi-Site Governance: One Dashboard, Full VisibilityFor institutions managing large ecosystems – some of our clients operate 45+ websites – administrative overhead compounds quickly. Updates that should be instantaneous require coordination across multiple platforms and teams.Griddo's architecture provides a single administrative layer across the entire ecosystem. Marketing campaigns, news, events, faculty profiles, and institutional data can be managed from one location and deployed instantly across every relevant site. This centralization works because of an API-first architecture (MACH: Microservices, API, Cloud, Headless) that integrates with existing university systems – Student Information Systems, CRMs, ERPs – rather than replacing them.<h3 id="measured-results">Measured Results</h3>This isn't theoretical. IE University, operating a complex multi-site ecosystem across multiple languages and programs, has documented concrete outcomes:<ul><li>40% reduction in site management overhead – time previously spent on coordination and maintenance is now redirected to marketing activation</li><li>70% reduction in infrastructure costs – consolidating from multiple platforms to a unified architecture eliminated redundant licensing, hosting, and maintenance expenses</li></ul>These metrics matter because they translate directly to capacity. A 40% reduction in management overhead means the existing team can execute more campaigns, respond faster to market opportunities, and focus on strategic work rather than platform maintenance.<h3 id="the-strategic-imperative">The Strategic Imperative</h3>Digital fragmentation in higher education isn't a technical inconvenience – it's a strategic liability. When students can't find information, they miss deadlines. When they miss deadlines, institutions lose revenue, and retention suffers. When brand presence is inconsistent across dozens of sites, institutional reputation erodes.The solution isn't more platforms or more manual oversight. It's an architecture designed specifically for the governance requirements of higher education: centralized control where it matters, decentralized autonomy where it counts. <figure class="image image-style-align-center image_resized" style="width:68.13%"><img src="https://cmscritic.com/ms-content/uploads/2026/02/griddo-daniel-serrano-article-featured.jpg" alt="A person holding a tablet PC with Griddo software on it. In the background, there's a university campus." /></figure><h3 id="see-centralized-governance-in-action">See Centralized Governance in Action</h3>If your institution is managing multiple websites with inconsistent technology, fragmented data, and brand drift across departments, the complexity won't resolve itself.To see how a purpose-built DXP handles multi-site governance across a real university ecosystem, request a demo at <a target="_blank" rel="noopener noreferrer" href="https://griddo.io/">griddo.io</a>  <hr /><h3 id="upcoming-events">Upcoming Events</h3> <img style="width:34.15%" src="https://cmscritic.com/ms-content/uploads/2026/01/logo_jday_hor.png" /><h4 id="joomladay-usa-2026"><a target="_blank" rel="noopener noreferrer" href="https://www.jdayusa.com/">JoomlaDay USA 2026</a></h4>April 29 - May 2, 2026 – Delray Beach, FloridaBe part of the Joomla community in one of the most iconic cities in the world! JoomlaDay USA 2026 is coming to Delray Beach, and you can join us for a dynamic event packed with insights, workshops, and networking opportunities. Learn from top Joomla experts and developers offering valuable insights and real-world solutions. Participate in interactive workshops and sessions and enhance your skills in Joomla management, development, design, and more. And connect with fellow Joomla enthusiasts, developers, and professionals from across the world.<a target="_blank" rel="noopener noreferrer" href="https://www.jdayusa.com/"> Book your seats today.</a> <img style="width:30.06%" src="https://cmscritic.com/ms-content/uploads/2026/01/cms-summit-26-logo.jpg" alt="" /><h4 id="cms-summit-26"><a target="_blank" rel="noopener noreferrer" href="https://www.boye-co.com/conferences/cmssummit26">CMS Summit 26</a></h4>May 12-13, 2026 – Frankfurt, GermanyThe best conferences create space for honest, experience-based conversations. Not sales pitches. Not hype. Just thoughtful exchanges between people who spend their days designing, building, running, and evolving digital experiences. CMS Summit brings together people who share real stories from their work and platforms and who are interested in learning from each other on how to make things better. Over two days in Frankfurt, you can expect practitioner-led talks grounded in experience, conversations about trade-offs, constraints, and decisions, and time to compare notes with peers facing similar challenges. Space is limited for this exclusive event, <a target="_blank" rel="noopener noreferrer" href="https://www.boye-co.com/conferences/cmssummit26/tickets">so book your seats today.</a> <img style="width:30.13%" src="https://cmscritic.com/ms-content/uploads/2025/12/image-1765546475634.png" /><h4 id="umbraco-codegarden-2026"><a target="_blank" rel="noopener noreferrer" href="https://codegarden.umbraco.com/">Umbraco Codegarden 2026</a></h4>June 10–11, 2026 – Copenhagen, DKJoin us in Copenhagen (or online) for the biggest Umbraco conference in the world – two full days of learning, genuine conversations, and the kind of inspiration that brings business leaders, developers, and digital creators together. Codegarden 2026 is packed with both business and tech content, from deep-dive workshops and advanced sessions to real-world case studies and strategy talks. You’ll leave with ideas, strategies, and knowledge you can put into practice immediately. <a target="_blank" rel="noopener noreferrer" href="https://codegarden.umbraco.com/">Book your tickets today.</a> <img style="width:36.69%" src="https://cmscritic.com/ms-content/uploads/2026/01/open-source-cms-26.jpg" /><h4 id="open-source-cms-26"><a target="_blank" rel="noopener noreferrer" href="https://www.boye-co.com/conferences/opensourcecms26">Open Source CMS 26</a></h4>October 20–21, 2026 – Utrecht, NetherlandsJoin us for the first annual edition of our prestigious international conference dedicated to making open source CMS better. This event is already being called the “missing gathering place” for the open source CMS community – an international conference with confirmed participants from Europe and North America. Be part of a friendly mix of digital leaders from notable open source CMS projects, agencies, even a few industry analysts who get together to learn, network, and talk about what really matters when it comes to creating better open source CMS projects right now and for the foreseeable future. <a target="_blank" rel="noopener noreferrer" href="https://www.boye-co.com/conferences/opensourcecms26/tickets">Book your tickets today.</a>

Why Universities With 50 Websites Are Losing Students – And What to Do About It

dserrano

Agentic AI for Agencies in 2026

bmckeiver

Weglot - The easiest way to translate a website

The easiest way to translate a website

#18164c

<hr /> <a target="_blank" rel="noopener noreferrer" href="https://en.wikipedia.org/wiki/Sassafras">Sassafras</a> is a genus of aromatic, deciduous trees in the Laurel family – Lauraceae, for you nature nerds – which is native to eastern North America and parts of Asia. Known for its distinct, fragrant smell, Sassafras trees have these uniquely variable leaves that can be unlobed, two-lobed (kind of mitten-shaped), or even three-lobed. Funky, but beautiful.Living in the Southeastern U.S., I’ve experienced Sassafras in real life, often a fixture along dense forest trails. They produce a lovely yellow pistillate, and the leaves, twigs, and bark have an almost citrusy or spicy note to them. It’s delightful. Alluring, even. <figure class="image image-style-align-center image_resized" style="width:62.04%"><img src="https://cmscritic.com/ms-content/uploads/2026/02/sassafras_leaves_june_nbg_261691941.jpg" /></figure>Sassafras Leaves. Source: June Nbg, Wikipedia/Creative Commons Once upon a time, the bark of the Sassafras tree was the primary ingredient in root beer. It’s hence been recreated using artificial flavorings, partly because the oil derived from it – <a target="_blank" rel="noopener noreferrer" href="https://www.healthline.com/health/sassafras-drug">called Safrole</a> – has hallucinogenic properties as a mild empathogen. Translation: you feel closeness and affection as it coerces your brain to release serotonin and dopamine.Right now, people could use a dose of Sassafras as they melt down over the “SaaSafras” – a more-than-mild tech selloff seemingly induced by <a target="_blank" rel="noopener noreferrer" href="https://www.anthropic.com/">Anthropic’s</a> new plugins for its <a target="_blank" rel="noopener noreferrer" href="https://www.anthropic.com/webinars/future-of-ai-at-work-introducing-cowork">Claude Cowork</a> agent, which were launched last Friday. In simplest terms, Claude Cowork is an agentic AI workspace that goes beyond answering questions. It can perform CRUD functions (create, read, update, delete) on files and folders on your computer, helping you execute tasks and not just engage in Q&amp;A conversations. Less like a chatbot, more like a digital coworker that can get stuff done.The real buzz is around those plugins, which are designed to automate specialized tasks across departments like marketing, legal, and customer support. Imagine drafting an email in your brand voice, then having a legal agent review it for risk.That sounds cool. But as we’ve seen, it’s hammering stocks as investors weigh the potential for organizations to just rely on these agents over traditional software. Enterprise giants like <a target="_blank" rel="noopener noreferrer" href="https://cmscritic.com/products/salesforce">Salesforce</a> are feeling a major pinch. Professional services and advertising firms like <a target="_blank" rel="noopener noreferrer" href="https://www.publicisgroupe.com/en/splash-en">Publicis</a> are taking a hit as faster automation and shrinking demand for traditional IT services become a shadowy specter along the growth highway.<h3 id="more-fear-in-the-ai-forest-">More fear in the AI forest </h3>Like we haven't had enough anxiety from the likes of AI. Fact is, we've been talking about a “SaaS implosion” as a byproduct of the agentic evolution for quite some time.The impact is being felt broadly. This includes the categories of CMS, digital experience, and martech vendors, all rolling in a hyperbolic field of “SaaSafras,” anxious that their software might be rendered obsolete by Claude – which, ironically, has been a common companion in the evolution of their own tools.As expected, software business leaders have pushed back, hoping to quell the fear – but offering sage points. As <a target="_blank" rel="noopener noreferrer" href="https://www.indiatoday.in/technology/news/story/cognizant-ceo-reacts-after-anthropic-claude-cowork-crashes-saas-stocks-says-ai-is-not-magic-2863547-2026-02-05">Cognizant CEO Ravi Kumar</a> said today, AI isn’t magic. It’s not a “plug-and-play switch” that delivers results overnight. If that were the case, we would have seen more economic gains over the last three years. Instead, we’ve been served consistent data that tells a different story: <a target="_blank" rel="noopener noreferrer" href="https://fortune.com/2025/08/18/mit-report-95-percent-generative-ai-pilots-at-companies-failing-cfo/">95% of AI projects fail</a> before reaching production. 5% of active agentic systems are <a target="_blank" rel="noopener noreferrer" href="https://cmscritic.com/agentic-panic-new-study-finds-ai-agents-in-production-face-infrastructure-and-reliability-challenges">being refactored every 30 days.</a> And a recent survey from PwC indicates that 56% of CEOs are getting “nothing” from their AI adoption efforts. Investments have been costly, and boards are beginning to focus hard on ROI.By all accounts, AI isn’t all it’s cracked up to be. At least not yet. But we’re still spooked by Claude. Why? Because we thrive on hype. So let’s take a step back to see the forest through the trees. Enterprises don’t just buy software – they buy trust. They buy assurances around HIPAA compliance and FedRAMP. They buy accountability and a single throat to choke. They buy performance, security, and scalability for critical workflows. They don’t just buy products. They buy outcomes.I’m sure Claude’s plugins will make an impact on productivity. It might be enough to rock some of the overall boat away from big, multi-year software licenses. But they can’t replace a system of authority that provides control, governance, and confidence. With AI, code might become a commodity, but context is the real goldmine. Legacy players like <a target="_blank" rel="noopener noreferrer" href="https://cmscritic.com/products/adobe-experience-manager">Adobe</a> have customer data that provides an irreplicable scaffolding for their own LLM ambitions. Meanwhile, hyperscalers like <a target="_blank" rel="noopener noreferrer" href="https://cmscritic.com/products/aws">AWS</a> are adding services that will enable SaaS players to accelerate their agentic AI strategies. That could level the playing field and create opportunities.<a target="_blank" rel="noopener noreferrer" href="https://pitchbook.com/news/reports/q1-2026-pitchbook-analyst-note-clash-of-the-titans">As Pitchbook said,</a> this is like the era of laying fiber before the internet boom, and there are durable moats. We just need to know where to dig them.<h3 id="is-this-the-end-of-saas?">Is this the end of SaaS?</h3>It's a loaded question. Clearly, we're seeing challenges and pressures to the prevailing models. But will this erase the companies behind them, or just force an evolution of how they monetize their services? And what happens to the people behind the products in this great reckoning?I agree with <a target="_blank" rel="noopener noreferrer" href="https://fortune.com/2026/02/04/jensen-huang-demanding-roi-from-ai-strategy-testing/">Nvidia CEO Jensen Huang,</a> who dismissed the idea that AI will make software obsolete. He called it illogical, doubling down on how SaaS tools will use and be used by AI, not replaced by it. He even said that “demanding ROI from AI is like forcing a child to make a business plan for a hobby.”He went on to say that AI tools have freed up employee time and hasn’t wiped out roles. In fact, from his vantage point, it’s enabling teams to focus on more forward-thinking initiatives and improving core strengths. Despite Amazon’s recent <a target="_blank" rel="noopener noreferrer" href="https://www.crn.com/news/cloud/2026/aws-layoffs-hit-u-s-and-canada-employees-as-amazon-sheds-16-000-jobs">gutting of 16,000 mid-level workers,</a> large-scale displacement didn’t happen as it was predicted (at least not yet). I wrote about this in my <a target="_blank" rel="noopener noreferrer" href="https://cmscritic.com/backoff-on-the-ai-layoffs-domos-chris-willis-on-the-future-of-work-in-2026">interview with Domo’s Chris Willis,</a> where companies that have downsized with AI have quietly hired back skilled workers.But labor is, indeed, shifting on all sides. The old model of paying for SaaS software is dying on the Sassafras vine as single-seat software paradigms are replaced by AI agents performing high-value tasks. This is where software companies could move up the ladder as a replacement mechanism – and with that growth, create more of the jobs and opportunities of the future. I say might, because it’s anyone’s guess.Is there reason for concern? Absolutely. CMS is changing in profound ways as content transforms. Licensing models are being disrupted. Composable patterns have made it easier to move from one technology to another. And yes, <a target="_blank" rel="noopener noreferrer" href="https://cursor.com/">Cursor</a> can vibe code its way to a working website using markdown and sidestep its need for a market-leading headless CMS.But even if an app can be replaced with a vibe-coded tool or a Claude Cowork plugin, is that the best decision for your business? In some cases, it could be. The cost savings and efficiencies will be there. In others, having a solid, proven system of record is the only way to go. <h3 id="smell-the-‘saasafras’?">Smell the ‘SaaSafras’?</h3>There’s a lot of choice emerging in all of this, but it’s been building. Incrementally. We didn’t just arrive here yesterday. And it’s true: some vendors won’t survive what’s ahead. But hasn't that always been the case? Do we really need <a target="_blank" rel="noopener noreferrer" href="https://chiefmartec.com/2025/05/2025-marketing-technology-landscape-supergraphic-100x-growth-since-2011-but-now-with-ai/">15,384 tools</a> on the Martec Supergraphic? <figure class="image image-style-align-center image_resized" style="width:78.12%"><img src="https://cmscritic.com/ms-content/uploads/2026/02/screenshot-2026-02-05-at-3.png" /></figure>The 2025 Martec Supergraphic. Source: Chiefmartec.com So how do we move forward? Here are some things to focus on:<ul><li>Innovate on the agentic edge but concentrate on productive, workflow-critical solutions where AI can act as a control plane for real work and deliver tangible impact.</li><li>Make governance your moat. Enterprises will always experiment, but in 2026, they’re trading AI novelty for security, scalability, compliance – and, of course, board-worthy results.</li><li>Turn proprietary context into leverage, not just training data. Use the hard-earned structural fundamentals that surround your valuable data – things like schemas and history. They're one of the most important pillars of your IP.</li><li>Kill seat-based pricing before agents kill it for you, and move to outcome- and value-based models.</li><li>Win on orchestration, not generation, because the future belongs to platforms that can manage chaos – not just create more stuff. This is one of the keys to enduring business value.</li></ul><h3 id="the-strongest-roots-will-survive">The strongest roots will survive</h3>That smell in the air today is panic. An emotional sweat that’s a little disorienting and easy to mistake for something more pungent than it actually is. But this “SaaSafras” moment we’re in isn’t a signal to flee the forest. It’s a reminder to pay attention to what’s growing beneath the canopy. AI agents are absolutely reshaping how software is built, bought, and used. But they won’t replace the need for trust, context, and systems of real accountability.The vendors that survive this moment won’t be the ones clinging to the old models. They’ll be the ones cultivating deep roots or growing new lobes of innovation. When the hype fades, durable platforms will adapt in the wild – and remain standing. <hr /><h3 id="upcoming-events">Upcoming Events</h3> <img style="width:34.15%" src="https://cmscritic.com/ms-content/uploads/2026/01/logo_jday_hor.png" /><h4 id="joomladay-usa-2026"><a target="_blank" rel="noopener noreferrer" href="https://www.jdayusa.com/">JoomlaDay USA 2026</a></h4>April 29 - May 2, 2026 – Delray Beach, FloridaBe part of the Joomla community in one of the most iconic cities in the world! JoomlaDay USA 2026 is coming to Delray Beach, and you can join us for a dynamic event packed with insights, workshops, and networking opportunities. Learn from top Joomla experts and developers offering valuable insights and real-world solutions. Participate in interactive workshops and sessions and enhance your skills in Joomla management, development, design, and more. And connect with fellow Joomla enthusiasts, developers, and professionals from across the world.<a target="_blank" rel="noopener noreferrer" href="https://www.jdayusa.com/"> Book your seats today.</a> <img style="width:30.06%" src="https://cmscritic.com/ms-content/uploads/2026/01/cms-summit-26-logo.jpg" alt="" /><h4 id="cms-summit-26"><a target="_blank" rel="noopener noreferrer" href="https://www.boye-co.com/conferences/cmssummit26">CMS Summit 26</a></h4>May 12-13, 2026 – Frankfurt, GermanyThe best conferences create space for honest, experience-based conversations. Not sales pitches. Not hype. Just thoughtful exchanges between people who spend their days designing, building, running, and evolving digital experiences. CMS Summit brings together people who share real stories from their work and platforms and who are interested in learning from each other on how to make things better. Over two days in Frankfurt, you can expect practitioner-led talks grounded in experience, conversations about trade-offs, constraints, and decisions, and time to compare notes with peers facing similar challenges. Space is limited for this exclusive event, <a target="_blank" rel="noopener noreferrer" href="https://www.boye-co.com/conferences/cmssummit26/tickets">so book your seats today.</a> <img style="width:30.13%" src="https://cmscritic.com/ms-content/uploads/2025/12/image-1765546475634.png" /><h4 id="umbraco-codegarden-2026"><a target="_blank" rel="noopener noreferrer" href="https://codegarden.umbraco.com/">Umbraco Codegarden 2026</a></h4>June 10–11, 2026 – Copenhagen, DKJoin us in Copenhagen (or online) for the biggest Umbraco conference in the world – two full days of learning, genuine conversations, and the kind of inspiration that brings business leaders, developers, and digital creators together. Codegarden 2026 is packed with both business and tech content, from deep-dive workshops and advanced sessions to real-world case studies and strategy talks. You’ll leave with ideas, strategies, and knowledge you can put into practice immediately. <a target="_blank" rel="noopener noreferrer" href="https://codegarden.umbraco.com/">Book your tickets today.</a> <img style="width:36.69%" src="https://cmscritic.com/ms-content/uploads/2026/01/open-source-cms-26.jpg" /><h4 id="open-source-cms-26"><a target="_blank" rel="noopener noreferrer" href="https://www.boye-co.com/conferences/opensourcecms26">Open Source CMS 26</a></h4>October 20–21, 2026 – Utrecht, NetherlandsJoin us for the first annual edition of our prestigious international conference dedicated to making open source CMS better. This event is already being called the “missing gathering place” for the open source CMS community – an international conference with confirmed participants from Europe and North America. Be part of a friendly mix of digital leaders from notable open source CMS projects, agencies, even a few industry analysts who get together to learn, network, and talk about what really matters when it comes to creating better open source CMS projects right now and for the foreseeable future. <a target="_blank" rel="noopener noreferrer" href="https://www.boye-co.com/conferences/opensourcecms26/tickets">Book your tickets today.</a>

Smell the 'SaaSafras'? Anthropic’s new AI tools are a reminder that change is in the air, but panic stinks

matt-garrepy

<a target="_blank" rel="noopener noreferrer" href="https://cmscritic.com/critics/nabilorfali">Nabil Orfali</a> is the founder and CEO of <a target="_blank" rel="noopener noreferrer" href="https://www.techguilds.com/">TechGuilds</a> and <a target="_blank" rel="noopener noreferrer" href="https://cmscritic.com/products/kajoo">Kajoo.ai</a> and a CMS Critic contributor.<hr /> I walked into <a target="_blank" rel="noopener noreferrer" href="https://www.boye-co.com/conferences/cmskickoff26">CMS Kickoff 2026</a> expecting to talk about the future. Instead, both roundtable sessions I led ended up being about the present—and why it feels so uncomfortable. We weren’t debating whether agentic AI works anymore. That question is mostly settled. What we were really circling around was something harder to admit: Agentic AI is already delivering real value in CMS work, and we’re still operating like it isn’t. Across two sessions, with people who actually ship things for a living, a pattern emerged. Not optimism. Not fear. Something more pragmatic. A quiet acknowledgment that the technology moved faster than our operating models—and now there’s a gap. This “gap” matches what the macro research is now showing. <a target="_blank" rel="noopener noreferrer" href="https://www.mckinsey.com/capabilities/quantumblack/our-insights/the-state-of-ai?utm_source=chatgpt.com">McKinsey’s 2025 global survey</a> reports 88% of respondents say their organizations use AI in at least one business function, up from 78% a year earlier—yet most organizations still report they haven’t fully scaled it across the enterprise. That “use vs. scale” delta is exactly what CMS delivery teams are feeling: experimentation is easy; operationalization is hard. <a target="_blank" rel="noopener noreferrer" href="https://hai.stanford.edu/ai-index/2025-ai-index-report?utm_source=chatgpt.com">Stanford’s AI Index </a>similarly describes business usage accelerating and investment continuing to rise, but with uneven ability to translate usage into a durable operating advantage.<h3 id="the-work-is-already-being-done-">The Work Is Already Being Done </h3>At some point during the first session, someone casually mentioned that their team was seeing over 70% acceleration on parts of CMS delivery. Another mentioned that entire categories of work—SEO metadata, image handling, accessibility checks, localization—were already largely automated. No one reacted. That’s when it hit me. If this were 2023, those statements would have stopped the room. In 2026, they barely registered. Not because they weren’t impressive—but because they were familiar. Agentic AI isn’t theoretical anymore. It’s doing the work. Quietly. Reliably. Often better than expected. And yet, no one in either session claimed they were running fully autonomous CMS delivery. Not because the agents failed—but because we don’t trust them enough to let go. Backing this up with measurable adoption and productivity signals: In real workplace data, generative AI has moved from novelty to routine. <a target="_blank" rel="noopener noreferrer" href="https://www.nber.org/digest/202412/workplace-adoption-generative-ai?utm_source=chatgpt.com">NBER reporting</a> on workplace adoption found 28% of employed respondents used generative AI at work, with 10.6% using it every workday (in the measured period).When AI is applied to repeatable knowledge-work tasks, controlled studies show consistent productivity lift. A widely-cited <a target="_blank" rel="noopener noreferrer" href="https://www.nber.org/digest/20236/measuring-productivity-impact-generative-ai?utm_source=chatgpt.com">NBER field experiment</a> in customer support found a ~14% productivity increase overall, with much larger gains for less experienced workers.In software development specifically (relevant because CMS delivery is often engineering-heavy), <a target="_blank" rel="noopener noreferrer" href="https://www.microsoft.com/en-us/research/publication/the-impact-of-ai-on-developer-productivity-evidence-from-github-copilot/?utm_source=chatgpt.com">Microsoft Research’s controlled experiment </a>found developers using GitHub Copilot completed a task 55.8% faster.Why this matters to CMS work: the roundtable outcomes were directionally consistent with these results: AI can compress the “execution time” of repeatable tasks dramatically, while the remaining bottleneck shifts to review, governance, and decision-making—the parts of delivery we historically underpriced or treated as overhead. <h3 id="autonomy-isn’t-the-goal.-confidence-is.-">Autonomy Isn’t the Goal. Confidence Is. </h3>One of the biggest misconceptions I still see is that “agentic” means autonomous in the absolute sense. Push a button. Walk away. Come back later to perfection. That fantasy didn’t survive contact with real CMS work. What did survive were more grounded patterns: <ul><li>Agents owning clearly defined tasks </li><li>Humans approving approaches, not outcomes </li><li>Sampling instead of exhaustive review </li><li>Reports instead of blind faith </li></ul>In other words, the same way we already manage junior team members. Someone made an offhand comment that stuck with me: “We already trust interns with production changes—we just pretend we don’t.” Exactly. Agentic AI doesn’t need blind trust. It needs earned trust, built through visibility, constraints, and feedback loops. That’s not a technology problem. It’s an organizational one. The numbers behind “trust” and why verification becomes the new work: A recent developer survey <a target="_blank" rel="noopener noreferrer" href="https://www.techradar.com/pro/devs-dont-trust-ai-code-but-many-say-they-still-dont-check-it-anyways?utm_source=chatgpt.com">summarized by TechRadar</a> reported 96% of developers don’t fully trust AI-generated code, and only 48% say they always check it before committing. This is a textbook recipe for “it looked right” failures—exactly what CMS teams fear when AI is allowed to change production content, templates, personalization rules, or SEO fields at scale. In enterprise workflow terms, verification isn’t hypothetical overhead. <a target="_blank" rel="noopener noreferrer" href="https://www.itpro.com/technology/artificial-intelligence/workers-are-wasting-half-a-day-each-week-fixing-ai-workslop?utm_source=chatgpt.com">A Zapier survey</a> (reported by ITPro) found that employees spend ~4.5 hours per week correcting poor AI outputs, and 75% reported negative consequences from AI errors. Translation to CMS delivery:  This is why the roundtable consensus emphasized guardrails like prompt templates, change reports, phased rollouts, and level-based verification (especially for higher-risk content domains like healthcare and legal). What teams want is not autonomy—they want confidence at speed.  <h3 id="the-orchestration-shift-most-people-miss-">The Orchestration Shift Most People Miss </h3>The most technical, and most important, insight came up when we started talking about migrations at scale. Twenty thousand pages. Fifty thousand content items. If your instinct is to point a language model at that problem and let it churn through items one by one, you’re already in trouble. The smarter teams aren’t asking agents to do the work. They’re asking agents to design how the work gets done. Generate the migration scripts.  Define the mappings.  Set the rules.  Hand execution to observable systems.  Review structured output. That shift—from execution to orchestration—is subtle, but it’s where agentic AI stops being expensive and starts being scalable. And it’s where a lot of hype-driven implementations quietly fall apart. Why this is economically and operationally rational (with numbers): LLM usage at scale has two costs: compute/token cost and risk cost (errors propagated across thousands of assets). The roundtable conclusion—“agent writes the migration script; observable automation runs it”—is how you avoid both the token burn and the untraceable failure modes. This approach aligns with what we’re seeing in broader enterprise patterns: organizations are pushing AI “upstream” into planning, generation, and decision support rather than letting it “loop” through massive execution blindly. <a target="_blank" rel="noopener noreferrer" href="https://www.deloitte.com/az/en/issues/generative-ai/state-of-generative-ai-in-enterprise.html?utm_source=chatgpt.com">Deloitte’s enterprise GenAI research</a> similarly emphasizes that scaling requires process redesign and operating-model shifts—not just model access.How to make this real in CMS programs (the practical layer CMS Critic readers care about): This is where sampling and evaluation become the safety valve. The roundtable examples were concrete: validate a statistically meaningful sample (e.g., 500 checks out of 20,000 pages) and perform deeper validation for high-risk assets, then feed results back into the implementation agent. That pattern is how you get scale without pretending perfection. <h3 id="why-enterprises-still-hesitate-(and-why-they’re-not-wrong)-">Why Enterprises Still Hesitate (And Why They’re Not Wrong) </h3>Despite all the progress, enterprise hesitation isn’t irrational. In both sessions, the same concerns came up again and again: Where does our data go?  Who owns the outputs?  Can we run this inside our walls?  What happens when our knowledge trains someone else’s model? These aren’t edge cases. They’re core to regulated industries, global brands, and anyone whose CMS isn’t just a website—it’s institutional memory. Agentic AI adoption doesn’t fail because models aren’t good enough. It stalls because governance hasn’t caught up. And governance, unlike prompts, doesn’t improve overnight. Hard evidence that enterprise concerns are structural, not “fear”:  <a target="_blank" rel="noopener noreferrer" href="https://www.cisco.com/c/dam/en_us/about/doing_business/trust-center/docs/cisco-privacy-benchmark-study-2024.pdf?utm_source=chatgpt.com">Cisco’s Data Privacy Benchmark Study</a> (surveying 2,600 security and privacy professionals across 12 countries) found: <ul><li>92% view GenAI as fundamentally different, requiring new techniques to manage data and risk </li><li>69% cite concern that GenAI could hurt the organization’s legal and IP rights </li><li>68% worry information entered could be shared publicly or with competitors </li><li>68% worry results can be wrong</li></ul>Why that maps directly to CMS:  CMS programs are high-leverage because they touch brand, legal disclaimers, product claims, regulated content, personalization logic, and customer data. That makes “data governance + auditability” not a checkbox, but the adoption gate. Your roundtable’s emphasis on self-hosting options and specialized models for regulated use cases fits what security leadership is explicitly signaling. <h3 id="the-conversation-everyone-is-avoiding:-pricing-">The Conversation Everyone Is Avoiding: Pricing </h3>Eventually, the discussion always comes back to money. Because once delivery gets faster—much faster—the old math breaks. If something takes five hours instead of fifty, but creates the same (or more) business value, what exactly are we charging for? This is where the room usually gets quiet. Hourly models don’t collapse because AI exists. They collapse because they stop making sense when execution is no longer scarce. The more honest agencies in the room admitted what many are thinking: delivery is becoming the cheapest part of the engagement. The value is moving upstream—strategy, discovery, integration decisions, governance, experimentation. AI didn’t take that value away. It exposed where it always lived. Evidence that pricing model pressure is real (and already underway): <ul><li>In professional services, pricing strategists are <a target="_blank" rel="noopener noreferrer" href="https://www.simon-kucher.com/en/insights/generative-ai-and-price-model-revolution-professional-services-think-golf-not-tennis?utm_source=chatgpt.com">explicitly calling out</a> that GenAI will force changes to “decade-old pricing models” because automation erodes the link between effort and value. </li><li><a target="_blank" rel="noopener noreferrer" href="https://www.tsia.com/research/slow-transition-value-based-offer-pricing?utm_source=chatgpt.com">TSIA’s research notes</a> the transition away from cost-plus remains slow but is actively moving toward consumption/value models, largely driven by customer expectations and new delivery economics.</li><li>Mainstream business outlets have also <a target="_blank" rel="noopener noreferrer" href="https://www.forbes.com/sites/alisoncoleman/2025/06/06/in-the-ai-era-why-businesses-are-rethinking-their-pricing-strategies/?utm_source=chatgpt.com">begun documenting companies</a> rethinking pricing strategies in the AI era as automation changes what customers perceive as worth paying for. </li></ul>How this shows up specifically in CMS:  If AI compresses build time, agencies either (a) race to the bottom on price, or (b) reposition around outcomes: conversion lift, SEO gains, speed-to-market, governance maturity, experimentation velocity, localization coverage, and operational cost reduction. Your roundtables called out exactly this migration of value: strategy, discovery, roadmaps, SEO, integrations, A/B testing, conversion optimization. <h3 id="what-2026-is-actually-asking-of-cms-leaders-">What 2026 Is Actually Asking of CMS Leaders </h3>After two sessions, dozens of perspectives, and a lot of nodding heads, I don’t think the takeaway is dramatic. It’s uncomfortable, but simple:Stop asking whether agentic AI is ready.  Start asking whether your organization is. Because the teams succeeding right now aren’t the ones chasing autonomy. They’re the ones redesigning trust. And that turns out to be the hardest part of all. A final data point that frames the urgency:  <a target="_blank" rel="noopener noreferrer" href="https://www.bcg.com/publications/2025/are-you-generating-value-from-ai-the-widening-gap?utm_source=chatgpt.com">BCG has quantified</a> the “agentic” moment as a measurable category of value creation—estimating AI agents account for ~17% of total AI value in 2025, projected to reach 29% by 2028, and noting that more “future-built” companies are explicitly allocating budget to agents and deploying them earlier. That’s the competitive reality CMS leaders are walking into: not whether AI exists, but whether you can operationalize it faster than your peers—safely, observably, and with a commercial model that survives success.  <hr /><h3 id="upcoming-events">Upcoming Events</h3> <img style="width:30.06%" src="https://cmscritic.com/ms-content/uploads/2026/01/cms-summit-26-logo.jpg" alt="" /><h4 id="cms-summit-26"><a target="_blank" rel="noopener noreferrer" href="https://www.boye-co.com/conferences/cmssummit26">CMS Summit 26</a></h4>May 12-13, 2026 – Frankfurt, GermanyThe best conferences create space for honest, experience-based conversations. Not sales pitches. Not hype. Just thoughtful exchanges between people who spend their days designing, building, running, and evolving digital experiences. CMS Summit brings together people who share real stories from their work and platforms and who are interested in learning from each other on how to make things better. Over two days in Frankfurt, you can expect practitioner-led talks grounded in experience, conversations about trade-offs, constraints, and decisions, and time to compare notes with peers facing similar challenges. Space is limited for this exclusive event, <a target="_blank" rel="noopener noreferrer" href="https://www.boye-co.com/conferences/cmssummit26/tickets">so book your seats today.</a> <img style="width:30.13%" src="https://cmscritic.com/ms-content/uploads/2025/12/image-1765546475634.png" /><h4 id="umbraco-codegarden-2026"><a target="_blank" rel="noopener noreferrer" href="https://codegarden.umbraco.com/">Umbraco Codegarden 2026</a></h4>June 10–11, 2026 – Copenhagen, DKJoin us in Copenhagen (or online) for the biggest Umbraco conference in the world – two full days of learning, genuine conversations, and the kind of inspiration that brings business leaders, developers, and digital creators together. Codegarden 2026 is packed with both business and tech content, from deep-dive workshops and advanced sessions to real-world case studies and strategy talks. You’ll leave with ideas, strategies, and knowledge you can put into practice immediately. <a target="_blank" rel="noopener noreferrer" href="https://codegarden.umbraco.com/">Book your tickets today.</a> <img style="width:40.76%" src="https://cmscritic.com/ms-content/uploads/2026/01/open-source-cms-26.jpg" /><h4 id="open-source-cms-26"><a target="_blank" rel="noopener noreferrer" href="https://www.boye-co.com/conferences/opensourcecms26">Open Source CMS 26</a></h4>October 20–21, 2026 – Utrecht, NetherlandsJoin us for the first annual edition of our prestigious international conference dedicated to making open source CMS better. This event is already being called the “missing gathering place” for the open source CMS community – an international conference with confirmed participants from Europe and North America. Be part of a friendly mix of digital leaders from notable open source CMS projects, agencies, even a few industry analysts who get together to learn, network, and talk about what really matters when it comes to creating better open source CMS projects right now and for the foreseeable future. <a target="_blank" rel="noopener noreferrer" href="https://www.boye-co.com/conferences/opensourcecms26/tickets">Book your tickets today.</a>

Agentic AI Didn’t Fail CMS Teams. Our Expectations Did.

nabilorfali

<a target="_blank" rel="noopener noreferrer" href="https://cmscritic.com/critics/amber-bar">Amber Bartholomeusz</a> is the founder of <a target="_blank" rel="noopener noreferrer" href="https://www.abmarketedge.com/">ABMarketEdge</a> and a CMS Critic contributor.<hr /> In early 2025, CMS Critic published <a target="_blank" rel="noopener noreferrer" href="https://cmscritic.com/in-a-fast-and-furious-tech-world-cms-kickoff-25-was-a-love-letter-to-slow-down">In a fast and furious tech world, CMS Kickoff 25 was a ‘love letter’ to slow down.</a> At the time, it felt like a thoughtful counterweight to an industry that rarely pauses long enough to reflect.A year later, that message reads less like a cultural observation and more like a warning that many organizations chose to politely acknowledge – and then ignore.Instead of slowing down, the industry accelerated. AI became the headline, the shiny penny, the roadmap bullet, the board-level talking point. Every LinkedIn feed or technology blog suddenly had its own take on AI. Companies rushed to prove they were “doing AI” before they had decided what doing it well actually meant, driven by a quiet panic about being left behind.And a lot of the fundamental work was skipped. That is why an AI reckoning feels imminent. Not eventually. Not hypothetically. Very likely in 2026, when expectations collide with reality and the tools, workflows, and promises made start to fall apart.<h3 id="ai-tactics-outran-strategy,-governance,-and-standards">AI Tactics Outran Strategy, Governance, and Standards</h3>The first and most obvious fault line is that AI adoption became a tactic before it was ever a strategy.In many organizations, AI showed up as a response to pressure. Competitive pressure. Board pressure. Market pressure. But it was also a cultural pressure, amplified by social media posts, conference keynotes, event themes, and industry commentary delivered with total confidence and authority. The signal was subtle but clear: if you were not already doing it, you were behind.The result was predictable. Tools were implemented before anyone slowed down to ask the uncomfortable questions, the ones that are actually hard to answer, and don’t fit neatly into a demo or a LinkedIn post. Questions like:<ul><li>What does success actually look like beyond “we launched something with AI in it”?</li><li>How does this align with our overall business strategy, not just this month’s roadmap?</li><li>Who owns the decision when AI output is wrong, and who is actually qualified to pass judgement?</li><li>What data is acceptable to use, and what gaps are we pretending not to notice?</li><li>Where is human judgment required, and where are we quietly replacing actual expertise because AI feels faster?</li><li>How is risk measured, documented, and revisited once the novelty wears off?</li></ul>(And no, asking ChatGPT or Claude to figure this out for you is not a strategy.)In far too many cases, the answer to those questions is still unclear.Instead, AI has been treated like a checkbox. If it exists, it must represent progress. If it is deployed, it must be valuable. If it produces output, it must be working.That assumption holds until it doesn’t.Without a clear operating model, AI initiatives turn into collections of disconnected experiments. Without standards, quality and trust are impossible to measure. Without strategy, organizations automate confusion and call it momentum.You can’t scale what you don’t control. And right now, many organizations do not actually control their AI programs. They are running them, watching the outputs, and hoping the gaps do not surface.<h3 id="interoperability-was-always-an-organizational-problem-first">Interoperability Was Always an Organizational Problem First</h3>There is a persistent belief that AI readiness is primarily a technology problem. It never was.Long before AI entered the picture, most organizations struggled with interoperability for a much simpler reason: alignment. Teams operated in silos. Goals conflicted. Some departments were rewarded for outcomes produced by the whole, even as the machine itself remained deeply fragmented and no one seemed to be accountable for fixing it.AI did not resolve that tension. It exposed it.Models trained on fragmented inputs produce fragmented outputs. Tools introduced without cross-functional buy-in struggle to gain adoption. Systems that lack transparency generate mistrust, especially among the people expected to rely on them day to day.Before interoperability was about APIs, it was about people.That truth did not disappear when AI arrived. It just became easier to ignore. Technology offered an illusion of mass progress. It felt easier to buy a tool than to align teams. Easier to automate than to clarify. Easier to move fast than to build shared understanding.AI amplifies whatever organizational dynamics already exist. In cohesive organizations, it can accelerate progress. In fragmented ones, it accelerates friction.<h3 id="unsexy-fundamentals-were-skipped,-and-ai-is-about-to-punish-that">Unsexy Fundamentals Were Skipped, and AI Is About to Punish That</h3>The third issue is the least exciting and the most consequential: data fundamentals.Data connectedness, consistency, taxonomy, and context are deeply unsexy. They don’t demo well. They don’t create buzz. You don’t see technology influencers chasing mainstage speaking slots by talking about data hygiene, and budgets rarely materialize for work that does not look impressive on LinkedIn.So they are postponed.Then AI gets layered on top.Fragmented data sources produce inconsistent outputs. Poorly defined schemas lead to confident but incorrect results. Missing context turns into misleading answers delivered at scale, often with far more confidence than accuracy.There is a growing body of research, including work out of MIT, that points to the importance of <a target="_blank" rel="noopener noreferrer" href="https://mitsloan.mit.edu/ideas-made-to-matter/to-help-improve-accuracy-generative-ai-add-speed-bumps">deliberate friction</a> in complex systems. Small constraints, checkpoints, and moments of pause are not inefficiencies. They are what allow humans to apply judgment, verify assumptions, and catch errors before they compound.In this scenario, data fundamentals are that friction.When they are skipped in the rush to automate, AI does not compensate. It accelerates and often amplifies the failures. Outputs become harder to explain, harder to trust, and impossible to trace back to reliable sources. At that point, the problem stops being technical very quickly. It becomes operational, reputational, and much harder to dismiss. And that is usually when the finger-pointing starts.The irony is that the most important work enabling effective AI is the work least likely to be prioritized because it is not flashy. But those fundamentals are the difference between AI as leverage – and as liability.<h2 id="why-2026-is-the-‘collision-year’">Why 2026 Is the ‘Collision Year’</h2>Taken together, these patterns create the conditions for a reckoning.Not because AI is experimental. Not because the technology does not work.But because much of what has been built has not yet been tested under real pressure.Tactical adoption without a clear strategic throughline. Organizational fragmentation reframed as technical complexity. Foundational data gaps obscured by polished interfaces and confident demos.For a while, that can look like progress.In 2026, it starts to look like exposure.This is when it stops being theoretical. Boards want real answers, not roadmap slides. Regulators get clearer about standards and governance. Customers notice when things don’t add up. Internal teams push back on systems that create more friction than value. And claims made in 2024 and 2025 start getting measured against what actually happened, not what was promised.And to be clear, this is not an argument against AI. It is an argument against assuming readiness. The organizations that struggle will not be the cautious ones. They will be the ones that moved fast without thinking through how this would actually hold together. The ones that mistook visible activity for progress and assumed technology would somehow make up for the structural gaps they never addressed.CMS Kickoff 25 talked about slowing down as a cultural counterpoint to nonstop acceleration. Looking back, it reads less like commentary and more like advice some organizations were too busy to take.The next phase of AI will not be decided by speed alone. It will be shaped by clarity, alignment, and whether the fundamentals underneath were ever solid, especially when that work was unglamorous and easy to overlook.The gap between hype and reality is closing fast. When it does, it will be clear who built something that can actually hold up and who just moved quickly.The AI reckoning is coming.2026 might be when it stops being theoretical. <hr /><h3 id="upcoming-events">Upcoming Events</h3> <img style="width:30.06%" src="https://cmscritic.com/ms-content/uploads/2026/01/cms-summit-26-logo.jpg" alt="" /><h4 id="cms-summit-26"><a target="_blank" rel="noopener noreferrer" href="https://www.boye-co.com/conferences/cmssummit26">CMS Summit 26</a></h4>May 12-13, 2026 – Frankfurt, GermanyThe best conferences create space for honest, experience-based conversations. Not sales pitches. Not hype. Just thoughtful exchanges between people who spend their days designing, building, running, and evolving digital experiences. CMS Summit brings together people who share real stories from their work and platforms and who are interested in learning from each other on how to make things better. Over two days in Frankfurt, you can expect practitioner-led talks grounded in experience, conversations about trade-offs, constraints, and decisions, and time to compare notes with peers facing similar challenges. Space is limited for this exclusive event, <a target="_blank" rel="noopener noreferrer" href="https://www.boye-co.com/conferences/cmssummit26/tickets">so book your seats today.</a> <img style="width:30.13%" src="https://cmscritic.com/ms-content/uploads/2025/12/image-1765546475634.png" /><h4 id="umbraco-codegarden-2026"><a target="_blank" rel="noopener noreferrer" href="https://codegarden.umbraco.com/">Umbraco Codegarden 2026</a></h4>June 10–11, 2026 – Copenhagen, DKJoin us in Copenhagen (or online) for the biggest Umbraco conference in the world – two full days of learning, genuine conversations, and the kind of inspiration that brings business leaders, developers, and digital creators together. Codegarden 2026 is packed with both business and tech content, from deep-dive workshops and advanced sessions to real-world case studies and strategy talks. You’ll leave with ideas, strategies, and knowledge you can put into practice immediately. <a target="_blank" rel="noopener noreferrer" href="https://codegarden.umbraco.com/">Book your tickets today.</a>

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