AI committees and AI addenda in buying processes can slip deals that looked committed, so reps need to track how each buyer's process has changed Listen
Sam Costello says buying processes now include AI committees that review all investments, and AI addenda that may be needed on existing contracts. As an illustration, he describes how a deal forecast in commit, with an MSA already in place, could slip if purchasing finds no AI addendum with two weeks left in the quarter and sends it into a legal process. He says the team triangulates with peers to find such pitfalls, though it is still difficult.
“there's now an AI committee that wants to review all the investments”
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From Why Great CROs Stop Managing Numbers and Start Building Systems with Sam Costello.