Selling Enterprise AI Requires Discomfort to Change Customer Thinking
Elizabeth Pemeril · How to Successfully Bring AI Products to Market at Scale with GitHub’s CRO · Nov 20, 2024 · at 11:08
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Elizabeth Pemeril, Chief Revenue Officer at GitHub, discusses the challenges and learnings of selling GitHub Copilot to enterprise customers in the early days of generative AI.
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“A learning for me was that this was the most uncomfortable I think I have been consistently in sales cycles because we had to really lean back on customers and change their thinking about what it meant to adopt an AI product. So don't underestimate the time that's gonna require and the discomfort it's going to cause, but I'd say we came out stronger on the back end of that because we've only solidified our trusted relationship status with these customers.”
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