MarTech » MarTechCharts » Revenue teams lack trust in AI

Revenue teams lack trust in AI

There's no shortage of AI use among revenue teams. The problem is they don't trust it.

By Mike Pastore ,

Head of Content & Media

Published on May 23, 2025 • Last updated on June 5, 2025 • 1 minute read

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AI adoption in revenue teams. — *Source: “AI Adoption in Running Enterprise Revenue,” Clari.*

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.

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Mike Pastore

Head of Content & Media

Mike Pastore is the Head of Content & Media at Third Door Media, the publisher of the Martech and Search Engine Land websites and the producer of the SMX and MarTech Conferences. In nearly three decades in B2B marketing, Mike has worked 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.

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