Assembling, not buying. 57% run at least one AI workflow their own team built from a general-purpose model plus systems they already had, while only 10% run a purpose-built AI GTM product. The packaged-AI category is losing to a chat window and an API key.
The observed distribution is not what the market talks about: research and enrichment is the only workflow type fully shipped (47% in production), conversational access to CRM data is the widest gap (50% building, 20% live), and autonomous outbound — the loudest category — is at 3%.
Every claim above comes from work LeanScale published. These are the sources.