Delivering Measurable Outcomes in a New AI Era

According to Forrester’s latest research, the AI hype is over. How can it be? And if it is, how can companies prosper on this new frontier and position themselves for growth in the months ahead? What else is keeping B2B and B2C revenue leaders up at night?

In our latest series, our sales acceleration experts weigh in on this and other pressing sales-shaping trends with deep, diverse insights.

Q: How will we deliver measurable AI outcomes under scrutiny?

Through rigorous scrutiny and alignment with specific client use cases, our internal technology task force evaluates prospective vendors, and we’re fortunate to be part of the Allegis Group, who’s invested heavily in both AI capabilities and governance to ensure responsible implementation and risk mitigation. We’re able to learn from and, in some cases, leverage their innovation labs, governance structures, and cross-company initiatives, ensuring we’re incorporating AI into our tech stack without posing risks to our clients. Allegis also conducts annual risk audits and reviews for any new use cases, such as with automated QA, agent assist technology, and agentic bots that are becoming popular in highly regulated industries like healthcare, insurance, and financial services.

Q: What adjustments should we make as governance tightens?

We’re well-positioned to absorb any governance changes. Our governance team stays abreast of changing laws to make sure we don’t assume unnecessary risks. We may have to introduce more checks and balances, but our existing security and compliance frameworks can be extended to our AI deployments. We have a trusted process for vetting new tech that can accommodate evolving tech, no matter what new tool comes on the scene or how much things change. We’re also strengthening our monitoring tools and processes to accommodate increased API usage across technologies. We’re also reinforcing our documentation, transparency, and oversight processes, and rolling out AI literacy training to our teams.

Q: Gartner says AI features are becoming ubiquitous in enterprise software, increasing both the value and cost of these solutions. What does this mean for our customers?

Our customers expect us to introduce AI into the tech we’re using to support them to help them be leading-edge competitive. They want things they can only get with AI, like agent bots or automated data insights, but many can’t make it a reality on their own. Many vendors position themselves as “AI-powered,” but not all solutions deliver meaningful or mature functionality. This makes deep evaluation essential. We anchor our vendor selection to clearly defined use cases and KPIs, ensuring that rather than adding unnecessary complexity, our AI investments directly support our and our client’s goals. While we’ve been leveraging pieces of AI for many years, we’re prioritizing effective, responsible automation that can deliver for our clients.

Q: Do you foresee the skills gap around AI remaining a major bottleneck for B2B companies in 2026?

Many companies are still working to identify the right AI opportunities to invest in while also determining the talent, governance, and support model needed to make those investments successful. While that remains a challenge across the market, we are well-positioned to navigate it because we can leverage the broader framework, expertise, and organizational support of our greater enterprise. That foundation gives us the flexibility to align on priority use cases, deploy thoughtfully, and pivot as needs and technologies continue to evolve.

Q: Which emerging technology threats and infrastructure shifts are we preparing for now that will impact revenue leaders?

We’re focused on balancing the risks and rewards of AI. We’re taking a cautiously aggressive approach that allows us to leverage AI to automate points in the buyers’ journey that drive the most efficiency and keep sellers focused on selling without putting our clients’ or their customers’ data at risk.

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