The AI Execution Problem Hampering SMBs, Part One

AI is everywhere, but adopting AI and actually generating measurable business value from it are two very different things. In this episode of the Sales Game Changers Podcast, host Fred Diamond is joined by John Carey, SVP of Global Channels at SAS, and Tom Snyder of Funnel Clarity for part one of a two-part conversation exploring what sales organizations, partners, and SMBs need to turn AI ambition into meaningful business results. Drawing on research funded by SAS and conducted by IDC, John reveals a critical challenge facing businesses today: many organizations don’t have an AI adoption problem, they have an execution problem. Companies are experimenting with tools and running pilots, but too often those efforts aren’t connected to a coordinated strategy, clear success metrics, or specific business outcomes. John and Tom explore why strong foundations, including the right data, processes, skills, and strategy, need to come before scaling AI. They also discuss the growing opportunity for sales professionals and channel partners to become trusted advisors who help customers navigate that complexity and translate AI investments into tangible value. In this episode, you’ll learn: • Why AI adoption doesn’t automatically translate into AI execution • What John calls the “readiness reality gap” and why sales leaders should care • Why measurable business outcomes need to drive AI strategy • How fragmented data can limit the value organizations get from AI • Why skills are becoming a major differentiator between experimentation and execution • How channel partners can help customers close their AI skills and readiness gaps • Why understanding your customers’ goals, pressures, and definition of success matters more than ever • How trusted partners can help businesses move from reacting to rapid change to responding strategically For sales professionals, the opportunity goes beyond simply selling AI-enabled technology. The real value lies in understanding what customers are trying to accomplish, helping them navigate the path forward, and connecting technology to the outcomes that matter. As John puts it: “Our success is intrinsically tied to our customers’ success.” This is Part One of the conversation. Part Two goes deeper into the specific actions companies, sales organizations, and partners can take to move from AI experimentation and awareness to measurable business results.