Scaling Value Selling with AI: Inside Google Cloud’s AI Value Engine
Every AI conversation eventually lands on one question: what is the ROI of this use case?
Ray Peng, Global Head of GTM AI Platform & Strategy for Value Creation for Google Cloud, explains why most sellers struggle to answer it, and how his team built the AI Value Engine to close that gap by generating relevant use cases, value hypotheses, and account strategies at scale.
The conversation is refreshingly candid about what it takes. Ray walks through the early struggles of use case development, how usage analytics across accounts revealed where value conversations stall, and why post-sales…
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