Fabio Lauria

Ceo & Founder | ELECTE

[Fabio Lauria @fabiolauria]

This week: one named owner + deputy. An inventory of what you ship vs what you merely use. SRP registration done now, not during an incident. A timestamped awareness log — the platform has no "when did you find out" field, so your record is the proof. Then rehearse it once.

[Fabio Lauria @fabiolauria]

Every CRA budget I've seen is aimed at December 2027: documentation, conformity assessment, templates. The one duty already live since 11 September is a 24-hour report — and it runs entirely on incident response, the weakest capability SMEs have. 2.6 out of 5 in ENISA's own survey.

[Fabio Lauria @fabiolauria]

Awareness won't come from your telemetry. It arrives as a customer email or a CERT ping — clock already running. Mean time to exploit is now minus seven days; 29% of 2025's exploited CVEs showed activity on or before publication day. Lateness is the fineable, documented failure.

[Fabio Lauria @fabiolauria]

Data quality is a flow, not a stock. Up to 25% of CRM data decays per year, duplicates sit at 15–20% of records.

Before buying any diagnostic: one definition of revenue, one system of record, one named owner with hours in their week. Then the audit validates instead of discovers.

[Fabio Lauria @fabiolauria]

France ran "Osez l'IA" for a year. 35,000 companies sensibilised. 70 Diagnostics Data IA actually engaged.

0.2%.

The awareness layer scaled beautifully. The layer that touches real data didn't. That's not a marketing failure — it's a pricing signal.

[Fabio Lauria @fabiolauria]

Eurostat: 27.9% of small EU enterprises have employees doing data analytics, vs 78.8% of large ones. Only 24.7% run a CRM at all.

The diagnostics keep finding duplicate customer records because in three quarters of small firms there is no system of record to deduplicate.

[Fabio Lauria @fabiolauria]

Practical move: put one high-volume workflow on a metered API key — ticket triage, document extraction. Not to save money. To manufacture a price signal. You can't negotiate a seat you can't benchmark. Re-price that seat against your metered cost every quarter.

[Fabio Lauria @fabiolauria]

The AI price collapse is being reported as an economy-wide deflation. It's a channel-specific one. Effective token prices fell 41% to $0.68 since March. That's an API number. If your invoice reads "per user," none of that discount was ever routed to you.

[Fabio Lauria @fabiolauria]

So the buying question mutated from "which model is best" to "which tier is good enough." Small firms structurally cannot answer it. 3.6% of businesses run model-routing infra. 72% of paying SMBs buy exactly one AI service. The question assumes machinery nobody has.

[Fabio Lauria @fabiolauria]

So don't hire an "AI person." Audit your own week, automate the three biggest admin sinks, spend the recovered hours on a doer who serves customers. Biggest payoff in the data: clinics under 10 people, ~19%, hiring hygienists and therapists. Not technologists.

[Fabio Lauria @fabiolauria]

Big companies blamed AI for 112,713 job cuts through July. Nine-person companies running the same tools hired roughly 11% more people. The variable isn't the technology. It's who was drowning in admin.

[Fabio Lauria @fabiolauria]

That 0% is the real finding. The dividend dies the moment a firm is big enough to already shield the owner's calendar. AI didn't make these businesses smarter. It handed the founder back part of the ~16 admin hours a week. In a 9-person shop that's one hire.

[Fabio Lauria @fabiolauria]

Three clauses that matter more than seat price:

1. Monthly spend ceiling with auto-pause you control
2. Named owner, in writing, for a wrong agent action
3. Export of prompts, configs, workflow logic

EU Data Act bans egress fees from Jan 2027 — for data, not for what you built.

[Fabio Lauria @fabiolauria]

Everyone negotiating an agent contract is negotiating the wrong number.

$0.10 per action isn't a price. It's a floor.

On Salesforce's Flex Credit rate card, any single action over 10,000 tokens counts as multiple actions — and unused credits don't roll over at term end.

[Fabio Lauria @fabiolauria]

79% of firms with 1,000+ employees hit AI cost overruns in the last 12 months. Only 26% have real-time visibility into run cost.

Those companies have FinOps functions — 98% of practitioners now manage AI spend, up from 31% in 2024.

A 40-person firm has none of that apparatus.