Answer extracted from the Digital Construction Podcast podcast — listen to the full episode below.
How have customer conversations about AI in construction technology shifted over the past year or two?
A year ago, construction tech customers asked broad, theoretical questions about AI. Today, they want practical answers about workflow improvement, admin reduction, and decision support. The shift reflects a market maturation: buyers are less impressed by the word "AI" itself and far more focused on whether it solves a real problem.
This pivot marks a fundamental change in how buyers evaluate AI-powered construction tools. Where early conversations centered on AI as a novelty or competitive advantage, current discussions zero in on tangible outcomes—how a system reduces paperwork for project teams, surfaces critical project data faster, or automates routine administrative tasks that consume time on-site and in the office.
The practical turn also reflects growing skepticism toward vendor hype. As Gustavo de Bardeci explains in the Digital Construction Podcast episode, customers have moved beyond asking "what is this AI thing?" and now demand specific evidence: "How does your AI help my project managers?" or "Will it reduce the admin burden on my teams?" This shift demands that construction tech companies ground their AI narrative in measurable, role-specific benefits rather than generic automation claims.
Interestingly, this maturation also reveals a deeper truth: adoption depends on solving friction for every stakeholder, not just technical champions. If only a BIM manager or project engineer sees value in an AI tool, the wider team—site supervisors, consultants, owners—will resist adoption. Customers now ask whether an AI solution works across roles and workflows, or whether it risks becoming another underutilized software feature.
"The best products reduce friction across roles — BIM managers, project managers, site teams, consultants, owners. If only the technical champion loves it, adoption will always be limited."
Gustavo de Bardeci — Sales Professional, Revisto. Originally from Argentina, de Bardeci has spent 11 years in Australia working across construction, operations, and design. He began his software career at Oracle and IBM in Latin America, serving financial services, utilities, and telecommunications before transitioning to construction technology through roles at Equinix, Aconex, NBS (National Building Specification), and now Revisto.
For construction software vendors, this shift carries an urgent implication: the Digital Construction Podcast episode offers a deeper look at how this feedback loop shapes product strategy and sales messaging. Companies that can articulate AI benefits in workflow-specific, friction-reducing terms will win buyer trust far faster than those still leading with AI as a feature.
Key takeaways
- Customer AI questions have shifted from theoretical understanding to practical, role-specific problem-solving within the past year.
- Buyers prioritize workflow improvement and admin reduction over novelty—the word "AI" alone no longer carries sales weight.
- Adoption success depends on solving friction across all roles, not just for technical champions; siloed value creates product adoption barriers.
- Construction tech vendors must ground AI messaging in measurable, verifiable benefits tied to specific job functions and daily tasks.
See also
Is AI genuinely changing how construction tech sales teams operate, or is it mostly theoretical?
Gustavo de Bardeci acknowledges that AI is genuinely changing parts of the sales workflow — particularly research, account planning, and summarizing conversations — even as adoption remains inconsistent across teams.
How important is the feedback loop between sales teams and product teams in construction technology companies?
Gustavo de Bardeci considers the sales-to-product feedback loop very important, but only when it is structured. He argues that unstructured feedback becomes noise and fails to drive meaningful product decisions.
What separates a great construction software product from one that becomes noise in the market, according to a sales professional?
Gustavo de Bardeci states that adoption is the ultimate measure of a great construction product. The best products reduce friction across all roles — BIM managers, project managers, site teams, consultants, and owners — ensuring genuine value reaches every user, not just technical champions.