Why value engineering teams cap at 20% deal coverage, why more headcount won't fix it, and what changes when artisans become architects.

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.

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 RevOps teams evaluate AI by looking outward — chasing trends, buying what's popular, then trying to map it back to their operation. Spotlight.ai CEO Roi Carmel argues that's the wrong order. In a recent episode of AI Powered RevOps with Sandy Robinson, Roi breaks down how to identify your real bottleneck first, why the analytical layer of enterprise sales belongs to AI, and what the productivity model for revenue teams actually looks like when you get this right.

Your sales process isn't a project. It's a product. In this episode of In the Spotlight, Roi Carmel and Yuval Yeret explore why most change initiatives fail in sales orgs, what product development teaches us about adoption, and how leaders can build and operate their teams at the same time.

Sales fundamentals didn’t disappear. Teams stopped practicing them. In this episode of In the Spotlight, David M. Boyle explains why preparation, hypothesis-driven selling, and disciplined execution matter more than ever, even as AI reshapes enterprise sales.

Sales teams aren’t short on data. They’re overwhelmed by it. As AI moves closer to execution, the real advantage isn’t collecting more signals. It’s knowing which ones actually matter.

Modern sales teams are navigating complex buyer journeys, unpredictable forecasting, and rising execution gaps that tools alone cannot fix. This thought leadership piece explores eight pressure points reshaping revenue organizations today. It challenges leaders to rethink qualification, discovery, deal inspection, value selling, and analytics through real research and data to create insight driven sales performance.

Pinpoint Search Group has partnered with Spotlight.ai to bring autonomous sales execution to cybersecurity vendors. The collaboration helps sales teams close complex enterprise deals faster by combining value selling rigor with real-time execution intelligence — all embedded directly in the CRM.