Sales and Marketing Innovators

Most revenue organizations were designed around constraints that AI is starting to erase.

Content once scaled with labor. Expertise lived with individuals. Managers could only inspect a fraction of the available data. New capabilities usually meant buying more software. AI is changing those economics, which raises a much bigger question than, “How can we make our current processes more efficient?”

If you were designing your revenue organization today, would you build the one you have now?

In this SAMI session, Mark Goloboy will explore what happens when sales and marketing leaders stop layering AI onto existing roles and workflows and start reconsidering how the work itself should be designed. That means looking at the desired business outcome first, deciding what humans should own, where AI can take on more of the work, and identifying the parts of the organization that may need to change as a result.

And we’ll get practical. Mark will share examples of what this looks like in the real world, including a sales enablement use case where AI helped make institutional knowledge more scalable and cut effective seller ramp time from 18 months to six. He’ll also show how AI can analyze far more customer and sales-call data than a manager could review manually, helping leaders spot coaching needs, retention risks, objections, and emerging customer needs.

WHAT YOU’LL LEARN:

• How to identify which parts of your revenue organization may need to be redesigned as AI changes how work gets done
• How to rethink roles and workflows around humans + AI, starting with the business outcome rather than the existing process
• Where human judgment, customer insight, product expertise, and commercial thinking become more valuable as AI takes on more production, research, analysis, and campaign assembly work
• Which questions to ask about your own organization if you were building sales and marketing from scratch today