By: Mark Crawford, Founder of Ever Agile
We all feel the same pressure right now. Boards are asking how we’re driving transformation to become “AI native,” yet most of us are still sorting through a sea of look-alike AI products that claim to solve the same problems. Meanwhile, customers are struggling to see real value from the AI solutions they’ve already bought.
AI is everywhere in the GTM motion, but nowhere is it connected to measurable customer outcomes.
We all know about MIT’s “GenAI 95% problem” (the finding that 95% of enterprise GenAI pilots deliver no measurable ROI), but that’s not the only red flag. Bain recently reported that 75% of software companies saw Net Revenue Retention (NRR) decline, despite increased investment in Customer Success. And Gartner warns that leaving Value Engineering stuck in presales while AI agents multiply across the lifecycle creates a dangerous gap between technology output and business impact. They identify product-embedded value engineering as the “missing link” to scaling AI monetization.
These aren’t technology problems. They’re alignment problems.
Across the industry, GTM teams are spinning up home-grown AI projects to personalize outreach, write business cases, or summarise customer calls. The intent is good—speed, relevance, automation—but the result is fragmentation:
- No single record of what was promised or agreed with the customer
- No benchmark for whether value was realised
- No consistent learning about which stories actually work
In short, the customer value conversation gets lost.
That’s the conversation we’ll take forward at ELEVATE 2025—not another conference, but a working summit where GTM leaders will build the first AI-Native, Value-First Playbook together. It’s where we’ll turn this problem statement into collective action.
This November in New York, GTM leaders will share real examples and practical plays for how we’re using AI to improve outcomes for our customers, our companies, and ourselves as leaders.
The connective tissue is ViViEN™, your Virtual Value Engineer—a neutral, intelligent layer that connects all your agentic initiatives across the GTM lifecycle back to a single source of truth: the value conversation with your customer.
- Sales teams turn AI noise into credible, collaborative conversations with customers around their desired business outcomes, improving win rates, deal sizes, and sales velocity.
- Customer Success teams can finally track whether their customers’ objectives are being achieved based on real-time “voice of the customer” insights and telemetry, driving customer retention, expansion, and engagement.
- GTM leaders have one, unified collaborative place for all teams, customers, and partners to align on value, creating consistency, improving customer experience, and driving accountability for results.
Instead of another tool to maintain, ViViEN™ becomes the unified system that memorializes, scales, and validates value across every touchpoint.
Because in a multi-agent world, success won’t come from who has the most models, it’ll come from who has one, unified value story that every model, and every person, can align around.
→ Learn more about ViViEN™ here.
→ Contact Ecosystems at community@ecosystems.io to inquire about joining us at ELEVATE, an invite-only GTM executive summit in NYC on November 13, hosted by ServiceNow.
