Name: FrontPoint Solutions: The "Agentic" Gamble
SKU: 8428
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FrontPoint Solutions: The “Agentic” Gamble

The dialogue reveals a team that is aligned on the threat but divided on the remedy. There is no “rah-rah” corporate enthusiasm here. Instead, there is a heavy sense of accountability. Each leader is staking their territory: Jeannette on the bottom line, Mark on the brand’s soul, and Sarah on the technical reality. Unlike earlier AI cases focused on simple automation, FrontPoint Solutions addresses the era of Agentic AI, where software is no longer just a tool, but an autonomous representative of the brand. Students are tasked with stepping into Jeannette Otto’s shoes to select one of four architectural philosophies for FrontPoint’s 2026 sales operations.

Description

FrontPoint Solutions, a mid-sized digital marketing firm located in Huntsville, Alabama, faces a strategic inflection point in early 2026. CEO Jeannette Otto and her team must decide whether to deploy “Aria,” a generative AI salesbot designed to automate the entire lead-to-close pipeline. The case explores the tension between immediate 2026 profitability goals and long-term brand equity. While Aria promises to slash overhead by $1.2M and eliminate “wage volatility,” it threatens the firm’s twenty-year reputation for high-touch, human-centric service. The decision is set against a 2026 market landscape where the standard for inbound response time has plummeted to 60 seconds, and “API consumption” is replacing “headcount” as a primary line item in the sales budget.

“FrontPoint Solutions: The “Agentic” Gamble” is more than a business study; it is a blueprint for the next era of leadership. It is a multi-disciplinary tool designed for 2026 business curricula that emphasize the shift from AI strategy to agentic execution. It is particularly effective in courses where students must navigate the tension between automation and human-centric value. The case include detailed teaching plan, assignments, and case solutions.

Learning Objectives

The learning objectives for the FrontPoint Solutions case are designed to prepare students for the 2026 business environment, where AI has transitioned from a tool of experimentation to a core operational necessity. By analyzing Jeannette Otto’s dilemma, students will master the following competencies.