Event Moment: Cecilia Flombaum and John Scandar on How AI Is Reshaping Enterprise ...

Your CRM vendor's AI pitch has changed — and not in the way they're advertising.

Twelve months ago, every CRM company was selling AI as a productivity story. Faster data entry, auto-generated emails, meeting summaries nobody reads. Now the conversation has shifted. Enterprise sales leaders are being asked to show how AI connects to actual business value — pipeline health, customer retention, revenue outcomes. The vendors followed.

What that means in plain terms: the platforms are getting more complex, not less. More AI features bolted onto the same rigid architecture you've been fighting for years. More configuration required. More dependency on their roadmap, their pace, their consultants to wire it together.

If you're already duct-taping workarounds into your current CRM, adding an AI layer on top doesn't fix the foundation — it just gives the mess a smarter interface.

The ops leaders who are actually getting value from AI in their sales cycles right now aren't the ones who bought the biggest platform. They're the ones whose CRM already reflects how their team works, so the AI has clean data and real process to operate on.

Garbage in, garbage out — no matter how impressive the demo looked.

#CRM #SalesOps #AIinSales #MidMarket #RevenueOperations

Original Source

... CRM and ERP systems. Key Takeaways. AI Has Shifted from Productivity to Business Value Conversations: Over the past 12 months, discussions have ...