FEATURE: PROFITABLE AI
AI WILL NOT FIX BROKEN SYSTEMS. BUT WITH THE RIGHT INFRASTRUCTURE, IT CAN UNLOCK THE KIND OF PRECISION, AGILITY AND SCALE THAT EVERY REVENUE LEADER IS CHASING.
This is where CIOs shine. They understand the architectural requirements of scalable, secure and governed systems. They know how to implement data lineage, access controls and real-time integration. And increasingly, they’ re applying those capabilities not just to internal IT but to the revenue engine itself.
Governance isn’ t bureaucracy – it’ s the blueprint
Some organisations hesitate to invest in governance, fearing it will slow down innovation. In reality, the opposite is true. Governance provides the structure that enables AI to scale safely and efficiently. It ensures that insights are traceable, access is role-based and feedback loops are embedded. This is especially critical in revenue workflows where a single faulty signal can distort pipeline visibility, overinflate forecasts or derail quarter-end execution. agents to operate like embedded copilots, guiding representatives, managers and executives through each revenue moment with intelligence grounded in fact.
More than half( 52 %) of GTM leaders say they’ re hiring sales consultants with AI experience and 46 % are expanding their RevOps teams with AI skill sets. However, those investments won’ t deliver their full potential unless the underlying systems can support them. AI can’ t guide what it can’ t see. And it can’ t act on data it doesn’ t trust.
CIOs who lead with governance aren ' t being cautious – they ' re being strategic. They ' re building for AI that isn ' t just powerful – but predictable, governed and grounded in reality. That ' s the difference between AI hype and scalable execution.
The rise of the revenue architect
To fully capitalise on AI’ s potential, forward-looking enterprises are introducing a new role: the Revenue Architect. This emerging leader is responsible for
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