In cybersecurity, technical buyers face non-technical CFOs. Prateek Goel of Wiz on how value teams arm champions to win the rooms sellers never sit in.

Salesforce introduced AWUs to measure what AI does, not how much it talks. The shift is right — but tasks completed are not outcomes. Here is what actually matters in revenue intelligence, and why context is the deciding factor.

Salesforce Headless 360 exposed the entire platform as APIs, MCP tools, and CLI commands — the body of the agentic enterprise. The decision-making brain on top of it is a separate problem, and the one Spotlight.ai has been solving for two years.

Spotlight.ai customers achieve 3-4x pipeline conversion improvements, millions in incremental revenue, and thousands of workdays saved within 12 months. Here is the actual data, with the assumptions visible.

First meetings using a value hypothesis framework advance to a second meeting 47% more often than standard product-led discovery calls. Learn how to build a deck that leads with prospect-specific insight, not a vendor introduction.

Most business value assessments fail the CFO credibility test because they are built on vendor assumptions, not prospect data. Learn the four components of a BVA that survives executive scrutiny.

Evidence-based deal qualification scoring reduces end-of-quarter forecast surprises by 43% compared to gut feel and rep-submitted forecast categories. Learn how to build a scoring model that measures deal quality, not field completion.

Paper Process is the most underqualified element in MEDDPICC. Learn why 27% of enterprise deals stall after the verbal yes due to procurement, legal, and approval requirements that were never mapped during evaluation.

True champions bring others to meetings, frame objections before they surface, and follow up without being prompted. Learn how conversation intelligence identifies these signals automatically to distinguish champions from fans.

MEDDIC gets misused as a CRM checklist in most organizations. Learn how evidence-based MEDDIC coaching works as a coaching operating system that produces 31% higher manager coaching efficiency.

The Champion and Economic Buyer are two different roles in enterprise deals, and confusing them is one of the most common reasons qualified deals fail. Learn the three champion tests and how to qualify both roles with evidence.

Generic AI platforms summarize sales calls. Knowledge graph-powered revenue intelligence understands what those calls mean for deal quality, forecast accuracy, and rep coaching. Learn the difference.

CRM data decays at 2.1% per month and manual entry cannot keep pace with deal velocity. Learn how MCP-powered AI agents update CRM automatically from call and email signals, eliminating the manual entry bottleneck.

RAG retrieves documents. Knowledge graphs reason across relationships. Enterprise revenue AI requires both — and most sales AI tools only have one. Learn the difference and why it matters for deal qualification.

Value Driven 2026 brings 150+ GTM, sales, and value consulting leaders to Manhattan on May 21st. Spotlight.ai joins as a Gold sponsor, with CEO Roi Carmel on stage at 3:15 PM for the Value Automation panel. The platform autonomously generated over 5,000 BVAs and business cases in 2025. Find the team in Sponsor Alley all day.

Most sales teams that invest in MEDDICC see the same result: strong kickoff, short adoption window, slow regression. Spotlight.ai and RevCentric Partners partnered to close that gap permanently — combining in-trench methodology training with an autonomous platform that operationalizes the playbook on every deal, every quarter.

MCP (Model Context Protocol) enables AI agents to connect to CRM, call recordings, and email in real time. Learn how MCP-powered AI moves from advisory to autonomous execution in your sales stack.

The Spotlight.ai Knowledge Graph contains 40M+ enterprise sales signals that power evidence-based deal qualification, win pattern matching, and real-time coaching. Learn how it works and why it differentiates Spotlight.ai from call recording tools.

Pipeline coverage ratio is misunderstood in most B2B sales organizations. Learn what it actually measures, why the 3x rule is a myth, and how qualification-adjusted coverage gives you a more accurate read on pipeline health.

The Model Context Protocol (MCP) is an open standard from Anthropic that enables AI agents to connect to live enterprise data in real time. Learn why MCP changes what enterprise sales AI can actually do.