Despite years of digitization, organizations capture less than one-third of the value expected from digital investments, according to McKinsey research. That’s because most big companies begin with technological capabilities and bolt applications onto them, rather than starting with customer needs and working backward to technology solutions. Not prioritizing the customer can create fragmented solutions; disjointed customer experiences; and ultimately, failed transformations.
Organizations that achieve outsized results from AI flip the script. They adopt a “customer-back engineering” mindset, putting customers at the heart of technology transformation.
It’s a strategy in which products and services are developed with the customer experience first in mind, including the customers’ challenges, needs, and expectations. Product development teams then work backward in a nimble and agile way to find the steps necessary to design and build solutions that achieve the desired experience.
“When you get your engineers closer to customers, you get a lot more sideways innovation,” says Ashish Agrawal, managing vice president of business cards and payments tech at Capital One. “That leads to a multiplier effect, because engineers can approach a problem from a different dimension that can be unique to the sales or product perspective.”
The case for customer-centricity in engineering
Engineers are problem-solvers by nature, says Agrawal. When they hear about challenges customers are experiencing, or how they are using products and services in the real world, they can devise ways to efficiently address customer needs, since they are naturally closer to systems and data than many other teams across the company.
“Fostering a customer-centric culture has a motivational effect on engineers when they actually start seeing how the core changes they’re making, or the features they’re adding, are having a direct impact on the lives of customers,” says Agrawal.
It also takes discipline. Agrawal explains that Capital One has set a goal for every engineer in his organization to establish several touchpoints with customers throughout the year in different forms, including:
- Digital empathy sessions to observe user journeys and identify where users hit friction
- Embedded customer support for periods of time to deepen understanding of servicing needs
- Engineering ride-alongs, in which engineers join customer success, sales, and support staff on calls or on-site visits
- Hackathon competitions to build solutions around real customer problems
The AI opportunities with customer-centricity
“The biggest challenge engineers within large companies face is a lack of direct access to customers,” says Agrawal. “This can make it harder for technologists to work with customers to identify problems and innovate solutions.”
AI has accelerated the challenges as well as the opportunities. The lifecycle of launching products has become significantly faster. But the good news is that engineers are closer to the data that feeds into AI, so they can more rapidly apply AI-informed data techniques to solve customer problems.
Agrawal outlines a recent scenario: In the customer servicing space, conversations can instantly be summarized and give a customer agent context on the member’s original request and remaining action points. Agentic AI can also be enabled to ask pointed follow-up questions about the interaction that would otherwise take human agents time to read through the entire thread.
“A solution would have been a lot harder in an ecosystem without a lot of high-quality data,” says Agrawal. “But when you combine a rich data ecosystem with agentic tools, you move from incremental fixes to high-velocity transformation.”
By investing in AI data and tools and focusing on rapid experimentation, Agrawal says the cycle of deploying solutions can be accelerated. Teams learn that if they meet customer needs and iterate on a wider range of solutions much faster, then the entire innovation cycle speeds up.
For example, Capital One used customer insights to build a state-of-the-art, multi-agent AI framework called Chat Concierge to enhance the customer experience for car buyers and dealers. In a single conversation, Chat Concierge can perform tasks like comparing vehicles to help car buyers decide on the best choice and scheduling test drives or appointments with salespeople.
Agrawal explains that car buyers can engage with Chat Concierge directly through participating dealer websites. Dealers can access and can take over the chat through Navigator Platform. The AI assistant consists of multiple logical agents that work together to mimic human reasoning, allowing it to provide information and take action based on the customer’s requests.
The elements of an AI-first mindset
According to a recent MIT Technology Review Insights survey, 70% of leaders say their firm uses agentic AI to some degree. Roughly half of executives say agentic AI systems are highly capable of improving fraud detection (56%) and security (51%), reducing cost and increasing efficiency (41%), and improving the customer experience (41%).
Looking into the future, achieving these outcomes looks even more likely. More than half of the banking executives surveyed say they expect to continue to improve fraud detection (75%), security (64%), and the customer experience (51%). Agentic AI use cases that show strong potential to transform the customer experience in financial services include responding to customer services requests, adjusting bill payments to align with regular paychecks, or extracting key terms and conditions from financial agreements.
Placing the customer at the center of a transformation requires an AI-first mindset. Companies must shift from simply augmenting an existing product to fundamentally reimagining the problem and the user’s needs through the lens of AI’s capabilities.
A few best practices that Agrawal recommends include:
Reimagine the core function of AI to solve a user’s problem: “The true value isn’t in chasing the AI hype; it’s in solving meaningful customer problems. By focusing on impact, we ensure that our innovation isn’t just fast; it’s transformative,” says Agrawal.
Start with high-quality, well-governed data as the foundation: “Data readiness and unified information across systems are the non-negotiable foundations of AI. A clean data layer is what orchestrates the agentic loop— enabling the perception, reasoning, and execution required to solve a customer’s problem before they even have to ask,” explains Agrawal.
Rebuild workflows with AI embedded from the start: “People treat models as black boxes, but agentic systems require tremendous rigor and oversight. Having a data ecosystem that is well-governed and responsible AI standards are essential pillars for building trust in these systems,” says Agrawal.
Build a cross-functional team involving data science, engineering, product, design, and other partners: Agrawal advises, “It’s important to be open and nimble to transforming how we work and create impact as AI becomes more integrated into workflows. It’s also important to take a ‘crawl, walk, run approach’ if you are new to AI, as opposed to simply jumping into it.”
In the end, achieving end-to-end transformation depends on empowering engineers and partner teams to start with customer needs and work backward to technology solutions, rather than starting with technological capabilities first and finding applications for them. When organizations make a customer-back approach second nature, they are able to not only reimagine the customer experience from the inside out, but to also place the customer front and center from the very start.
This content was produced by Insights, the custom content arm of MIT Technology Review. It was not written by MIT Technology Review’s editorial staff. It was researched, designed, and written by human writers, editors, analysts, and illustrators. This includes the writing of surveys and collection of data for surveys. AI tools that may have been used were limited to secondary production processes that passed thorough human review.
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