- Improving seller efficiency and automating manual tasks with AI
- No formal sales enablement function or supporting data capabilities
- Guidance on current AI maturity without overcommitting to use cases
Function
Sales
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Client Story: Seeing Around Corners
Avoiding costly AI missteps with structured sales enablement
The company
Large Manufacturing Organization
Size
$6B+ revenue
The challenges
The results
- Avoided premature investment in AI tools that exceeded organizational readiness
- Developed a formal sales enablement strategy and operating structure
- Built the foundation needed for future AI adoption through a phased approach
The impact
60%
of GenAI pilots fail due to poor governance and maturity; client avoided this with an enablement-first approach
80%
estimated adoption rate among sellers through phased implementations
2.5x
greater likelihood buyers complete high-quality deals when interacting with AI-enabled sellers
The Gartner difference
How this client leveraged Gartner to achieve success
Gartner helped leadership see around corners, revealing how early decisions could create future barriers if foundational sales enablement capabilities weren’t addressed first.
Determined maturity state and identified gaps
- Analyst Consultations uncovered broader gaps in enablement, data readiness and content strategy.
- Gartner frameworks (e.g., Sales Enablement Planning Guide) demonstrated the need for structured sales enablement before AI investment.
- Gartner insights and tools clarified organizational maturity and realistic AI opportunities.
Refocused and reprioritized use cases
- Gartner analysts identified foundational capabilities required to support AI tools.
- Progressed AI exploration from content management applications into broader, sales-specific use cases and implementation strategies.
- Reset leadership expectations using industry insights and practical use cases.
Implemented strategy and built foundation for future AI adoptions
- Developed a formal sales enablement strategy and organizational structure.
- Shifted leadership focus from isolated AI experimentation to structured enablement.
- Built confidence in future AI adoptions aligning with organizational maturity.
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