The balance between AI hype and value.

Bechtle experts in conversation.

Tim ter Haar (Alliance Manager Microsoft) and Kees Janssen (Manager Modern Work) at Bechtle.

Everyone’s talking about AI, and the message is clear—you need to act now. But what does that actually mean in practice? Is Microsoft Copilot the game-changer everyone’s been waiting for, or is it mostly driven by FOMO (the fear of missing out)? In this article, Tim ter Haar and Kees Janssen share their thoughts on striking the right balance between AI hype and real-world value. 

AI – Hype or genuine value? 

“The interest in AI tools is huge,” says Kees. “We’re seeing customers eager to get started—often because they’re afraid of missing out. But only a small percentage are already seeing measurable efficiency gains. That tells you something: the hype is ahead of the actual value organisations are getting right now.”  

Tim adds: “Microsoft Copilot is different from the generic AI tools people are already using. It’s built into the Microsoft 365 environment, works securely with your own data, and delivers immediate productivity benefits. That’s exactly what organisations are looking for. But to unlock that potential, you need a clearly defined use case. Without it, you’re left with isolated experiments that don’t deliver much.”  

When is the right time to start with AI? 

Many organisations are asking: should we jump in now, or wait until the technology matures? According to Kees, the right time is when your IT foundation is solid. 

“That means having governance and clear processes in place. It gives you the opportunity to think about how you want to use the time saved through automation. Otherwise, Copilot risks being used only for operational tasks, without long-term impact.”  

Tim agrees: “You can get started easily with Copilot Chat. It’s ready to use and quickly adds value as a secure search tool within your own work context.” 

For Microsoft 365 Copilot, the basics need to be in place: SharePoint, OneDrive, and Teams. If your permissions or security policies aren’t properly configured, sensitive data could end up in the wrong hands. 

What do organisations need to know before Copilot can truly add value? 

AI doesn’t work on its own. To use Copilot strategically, IT managers and employees need specific knowledge and skills. Kees: “You need to understand data quality, governance, and process thinking. And remember, the better your prompt, the better the result.”   

Tim outlines three key foundations for success with Copilot: 

• Data governance: the foundation of trust.
  Copilot works with the data your organisation already has. Without proper access controls, DLP (Data Loss Prevention), and a zero trust architecture, there’s a risk of information ending up in the wrong hands. 
   

• Understanding what Copilot can and can’t do.
  Copilot isn’t all-knowing. It only uses sources the user has access to—Teams, Outlook, Word, SharePoint. External systems are only included via connectors. IT teams need to understand how permissions and licences work.
   

• Copilot Studio & Agents.
  This is where real acceleration happens. With Agents, you can build AI assistants that automate tasks or guide users. But this requires knowledge of workflows, triggers, and governance policies. Without that, Copilot remains passive. With it, it becomes a strategic accelerator. 

How is Copilot already making a difference? 

AI is no longer just a future concept. Many Bechtle customers—and Bechtle itself—are already using Copilot in practice. Kees shares: “We use Copilot daily. For example, a colleague provides rough input for a customer proposal, and Copilot turns it into clear, consistent text. That saves time and improves the quality of our communication.”  

Tim sees several quick wins for organisations:  

• Teams Meetings: automatic summaries, action points, and follow-ups—no need for a note-taker. 

• Outlook: long email threads are summarised, replies are drafted—saving hours each week. 

• Marketing and sales: Copilot generates blog drafts, social posts, and proposals based on context and previous templates. 

Tim: “We’re also seeing the first Agents emerge that support operational tasks, such as tender qualification or document quality checks. These applications already exist.” 

That said, AI doesn’t solve everything overnight. Kees: “Don’t expect full automation or instant profit growth. AI is a tool—not a replacement for human insight.” Tim agrees: “Some organisations are disappointed when a process isn’t fully automated. But reducing a 15-step process to just three is still a huge win. It’s about realistic progress, not magic.” 

What can organisations do right now? 

“It’s smart to invest in AI skills, data quality, and governance—and to integrate AI across the entire value chain, not just in isolated processes,” says Kees.  

In summary:  

• Establish a clear AI policy. Without clear guidelines, things can quickly spiral. A good policy defines which tools are allowed, who’s responsible for oversight, and how ethics and security are safeguarded. It also aligns with legislation like the EU AI Act. 
   

• AI is only as good as the data behind it. That’s why data quality, privacy, and access control are essential. Without governance, AI remains a black box. With governance, it becomes a trusted partner. 

Bechtle’s approach.

Bechtle combines strategic advice with hands-on support. We offer customers a balanced approach where innovation and stability go hand in hand. At Bechtle, it’s all about trust and vision.  

Tim: “We help customers with AI policy and compliance assessments, but also with adoption. Think inspiration sessions, live demos, and building a Champions community that embraces and accelerates AI. From first introduction to developing your own Agents—we guide organisations every step of the way. That’s how we ensure AI isn’t just adopted, but delivers real value today.”  

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