AI in Enterprise Sales: Evolution, Augmentation, and Risk with Nitesh Aggarwal, CSO at Tech Mahindra скачать в хорошем качестве

AI in Enterprise Sales: Evolution, Augmentation, and Risk with Nitesh Aggarwal, CSO at Tech Mahindra

In this insightful conversation, host Saurabh sits down with Nitesh Aggarwal, Chief Strategy Officer and Chief Risk Officer at Tech Mahindra, to explore the massive impact of Artificial Intelligence on the global IT provider industry Drawing on over two decades of experience driving growth at industry giants like Infosys, Genpact, and Tech Mahindra, Nitesh offers a masterclass on how enterprise sales organizations have adapted to shifting markets and technological leaps. They dive deep into the historical phases of IT sales - from the post-Y2K era of simple demand capture, to the digital transformation accelerated by COVID-19. Nitesh explains how AI is now acting as the "latest kid on the block," democratizing sales outreach and massively boosting personal productivity. Wearing his dual hats in Strategy and Risk, Nitesh also breaks down why AI is fundamentally a tool for augmenting rather than replacing human talent , and why enterprise guardrails and change management are the real hurdles to true AI adoption Key Topics Covered in this Episode: The Evolution of IT Services: How the industry transitioned from surplus demand in the early 2000s to a fight for value differentiation and digital transformation. The Transformation of Sales: The shift from basic CRMs and "scientific selling" to the new era of AI-assisted selling at scale. Build vs. Buy for AI Solutions: How Tech Mahindra balances proprietary internal developments with innovative external startup tools to maintain their unique market differentiator. AI Reality vs. Hype: Why AI is currently delivering heavily on personal productivity (like research and content generation), but requires crucial security guardrails and change management before full enterprise scaling. Augmentation vs. Replacement: Nitesh’s take on why making a team 10% more efficient through AI means higher quality and more output, not just reducing headcount. Expert Advice for Enterprises: Actionable advice for leaders on continuous experimentation, short-term agility, articulating AI success stories, and maintaining strict risk controls. This conversation is part of the OrbitShift GTM Conversations series - OrbitXchange, where revenue leaders and practitioners discuss the evolving world of sales, AI, and go-to-market strategy.