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FEATURE: Clari AI on disconnected inputs, manual updates and subjective judgment.

The result? Siloed execution. Missed signals. Surprises at the end of the quarter. system. Today, CIOs have the opportunity to transform it into a dynamic growth engine.

than just on what teams happen to log. It allows AI

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Providing Unparalleled Technology Intelligence

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Venkat Rangan, CTO and Co-founder, Clari, says we’ re

Revenue execution isn’ t systematic

FEATURE: Clari AI witnessing a generational shift in the CIO’ s role- turning AI ambition into revenue reality.

Most companies say they want to run revenue like a system. However, 78 % of enterprises have automated less than half of their revenue processes. That means core workflows – from pipeline inspection to forecasting to deal management- still rely

I n 2024, nearly two-thirds of enterprises failed to meet their revenue targets. Yet 91 % of revenue leaders believe they’ ll hit their targets in 2025, according to a recent report on AI adoption in running enterprise revenue.

This growing confidence reflects a deeper shift in how

CROs and executive teams are tasking CIOs with solving this, not by buying more tools but by designing the operating system for revenue. That means replacing point solutions with an integrated architecture that captures revenue activity across the customer lifecycle and translates it into trusted, contextualised insight.

In the past, that kind of infrastructure was“ nice to businesses think. Enterprises are betting big on AI to have.” In the era of AI it’ s a prerequisite. deliver the precision and consistency their revenue

orchestration efforts have historically lacked. But AI on its own won’ t turn ambition into achievement. And confidence alone won’ t close revenue gaps.

Infrastructure is the foundation and it’ s the CIO’ s job to not just build it but maintain it as a mission-critical business system.

We ' re witnessing a generational shift in the CIO ' s role. No longer simply the head of IT, the CIO is now expected to architect the systems that drive top-line growth. They must unify enterprise data, automate workflows and ensure AI operates in context, not chaos.

Moving forward, the most valuable CIOs won’ t just support revenue- they’ ll run it alongside the Chief Revenue Officer( CRO). These two executives are coauthoring a new paradigm: revenue growth powered by data, guided workflows, AI and revenue context.

Infrastructure before intelligence

Despite the buzz around AI, many organisations are trying to scale it on shaky ground. Teams train models on unverified inputs. Leaders distribute AI-generated insights without explaining their origins. Blind trust in AI isn’ t a strategy but that’ s what many executives are being asked to rely on.

This isn ' t innovation – it ' s improvisation.

CIOs know better. They understand that intelligence is only as good as the infrastructure beneath it. Forwardthinking IT leaders are going beyond implementation, creating an environment AI needs to succeed and drive impact.

The foundation is revenue data that can be trusted. In most enterprises, it is fragmented across CRM, email, meetings, contracts and messaging systems. This creates major blind spots. Teams miss key signals, struggle to align on strategy and rely on guesswork instead of shared insight. Nearly 70 % of GTM leaders report a lack of confidence in their revenue-critical data. That makes every QBR uncertain, every board meeting reactive and every forecast harder to trust.

CIOs solve this by designing the architecture that captures, contextualises and activates these signals, transforming fragmented activity into revenue context – the foundation for running revenue with AI.

When done correctly, this infrastructure enables AI to operate within workflows rather than outside of them. It provides every team- from sales to marketing to finance – with a shared, real-time view of what ' s happening in the business and the next levers to pull.

For decades, CRM has served as a static record

Why CIOs must build the infrastructure that

The rise of revenue context

Revenue context is the connective tissue that binds execution to outcomes. It tracks who did what, when, that led to what result across the entire customer makes AI drive revenue journey. Unlike traditional analytics which often rely on static data snapshots, revenue context creates a living, time-aware model of the business, continuously updated with real-time signals across the GTM engine.

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This context distinguishes beneficial AI from noisy AI because it enables models to generate www. intelligentcio. com recommendations based on actual actions rather

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