There are more forward deployed engineers than there are stars in the sky. I am exaggerating. There are probably a dozen or two less. Every company that puts bodies to implement AI have rebranded consultants and engineers to Forward Deployed Engineers.
Moative thinks about FDEs differently.
We are an operating partner for midmarket companies that want to embrace AI. Unlike a consulting firm that deploys bodies for months to deliver projects scoped by the clients, we work from a thesis for the industry, drop our proprietary AI Atlas framework to define an 18-month workflow sequence and roadmap. More on it on another post.
Each dot here represents a workflow that runs the business. Each line here represents how interconnected the workflows are.
A Forward Deployed Engineer does 3 things:
- Understands the process and the workflows that complete the process
- Brings data, stitches tools, and pushes automation forward
- Extracts generalizable features and moves into their platform so that the next deployment accelerates
There are three parties playing up the FDE motion.
- Horizontal, domain-agnostic, consulting firms that don’t have platforms to accelerate. The generalizable, horizontal, harness level updates they make have the half-life of a half-bitten apple. AI infra and orchestration layers evolve fast enough that you don’t need to do the FDE gymnastics to build your version
- Frontier-model-backed deploy cos that are building industry harnesses, agent swarms, and tools. They are vertical AI companies within model companies. They do have real, embedded, forward-deployed engineers.
- Vertical AI companies that have FDE motions to inform their products. They need to understand the industry workflows, make their product work where it won’t by applying the FDE glue
I will leave out the first segment. It’s a marketing motion.
Let’s take vertical AI companies and AI deployment ventures that are sufficiently verticalized (be it from frontier labs or standalone AI FDE companies that are deeply verticalized).
There needs to be a new role. I will call it “Forward Deployed Executive (FDX).”
I am generally smart to understand if someone explains the revenue cycle in healthcare or settlements in a legal process. But my sheer brilliance cannot drink up all the legacy of how systems were shaped by events, competition, and regulations in an industry. I don’t keenly track legislative momentum that will make billing easy or complex in the coming years.
For an executive from the industry though, morning coffee starts with this conversation. Executives talk shop. Forward Deployed Engineers read SOPs and do interviews. Talking shop is a boring thing that is beautiful. It is how collective consensus builds. It is have blind spots go away. It happens over years.
SAP had functional consultants. They are the closest to FDX. They understand certain workflows in their domain deeply. They have scar tissues. They have been bullies in the room that will make an SAP implementation bend to their corner of the world. But they are not big picture people. They won’t step back and ask why an entire process cannot go away. They don’t think about ultimate outcomes.
An FDX is a former GM of a region. A retired CXO. A founder that has moved on from an industry or a VP who was a regular for a trade show for 30 years. The industry insiders. They had budgets. They went for strategy offsites. They did duedil on acquisitions. They integrated companies and lived with the consequences.
Where are they in the AI diffusion? Moative deeply thinks about diffusion. The technology is there but its diffusion needs the person in the room who not just talks the language but has a tattoo of the same cult on their forearms.
The forward deployed engineer asks the process owner how to automate their job.They need a wise counsel that should say why the process even is there in the first place. They need a worthy debater that can push back to say why AI won’t work in a certain context. They may not understand ‘NP Compete’ but they have wisdom and episodic memories of how some work is always about the right person exercising judgement.
That backstop, that bully, that mentor who translates the world is missing in th FDE discover. Every company is putting a pitch deck that claims they are building a world model of an industry. The world that these executives created.
Bring them into the pod.
Moative started with ‘Forward Deployed Executives.’ The ‘AI Atlas’ is co-build by us and them. They tell us what workflows have to be automated, and what simply needs to be done away with. Then they walk into the rooms and quote examples, from their battle-front days.
AI adoption comes with the understanding of each world. The architects of those worlds should be deployed back into the field.
Moative does. If you are one such executive, we have your mission, should you choose to accept it.