Revenue teams lack trust in AI
There's no shortage of AI use among revenue teams. The problem is they don't trust it.
Mike Pastore on May 23, 2025 at 9:16 am | Reading time: 1 minute
MarTechCharts regularly highlights data of interest to marketers and marketing operations professionals.
AI is reshaping businesses, and that includes revenue teams. But research from Clari identified a significant problem: reps don’t trust it, according to new research from Clari.
Clari’s report, “State of Enterprise Revenue 2025,” (registration required) found 63% of revenue leaders expect up to 75% of the revenue process to be automated by 2027. What’s holding other back? Seventeen percent cite seller distrust and leadership hesitation among the top barriers to adoption.
The report warns that without alignment, companies fall into pilot purgatory — stuck investing in AI that never scales.
Related stories
About the author
Staff
Mike Pastore has spent nearly three decades in B2B marketing, as an editor, writer, and marketer. He first wrote about marketing in 1998 for internet.com (later Jupitermedia). He then worked with marketers at some of the best-known brands in B2B tech creating content for marketing campaigns at both Jupitermedia and QuinStreet. Prior to joining Third Door Media as the Editorial Director of the MarTech website, he led demand generation at B2B media company TechnologyAdvice.