Event Moment: Cecilia Flombaum and John Scandar on How AI Is Reshaping Enterprise Sales Cycles

In this fireside chat, Cecilia Flombaum, Ecosystem Lead, Business and Industry Solutions at Microsoft, and John Scandar, SVP at Alithya, discussed how AI is transforming enterprise sales cycles and customer evaluation of CRM and ERP systems.

Key Takeaways

AI Has Shifted from Productivity to Business Value Conversations: Over the past 12 months, discussions have moved beyond personal productivity tools like Copilot toward broader enterprise use cases, with a growing focus on measurable ROI in business applications.

Data Security and Governance Are Now Central to Every Deal: Across all customer conversations, data security, compliance, and governance have become baseline requirements, regardless of the specific AI solution being evaluated.

AI Business Applications and Modern Work Are Converging: The strongest ROI is emerging where AI business applications, modern work platforms like Microsoft 365, and industry-specific accelerators come together to drive end-to-end transformation across CRM and ERP processes.

---