Enterprise sales planning is no longer operating on the same assumptions it once did. Productivity expectations are changing, AI is reshaping both internal workflows and buyer behavior, and more teams are realizing that annual planning alone is no longer enough. In this session, senior enterprise sales leaders will discuss both what they’re seeing change in the market, and how that’s influencing the way they approach planning for the next cycle. Join us to hear how CROs and revenue leaders are rethinking the planning playbook — from cadence and assumptions to the capabilities teams need in place now to plan more effectively in 2027.

AI is raising the bar for what’s possible in sales planning, but most organizations still haven’t fixed the fundamentals. When account, opportunity, usage, and compensation data live across disconnected systems, planning gets slower and even the best AI ambitions fall short. In this session, enterprise analytics and GTM leaders will discuss what it takes to build a sales planning foundation fit for AI.

A move to consumption-based pricing reshapes how you need to think about quotas, capacity, incentives, forecasting, and even ownership across the customer lifecycle.In this session, seasoned enterprise planning leaders will discuss what it takes to adapt sales planning for a consumption-based motion.

Today sales cycles have stretched, rep ramp time has slowed, and productivity is less predictable, so quota and capacity planning has gotten much harder. Yet many organizations still rely on planning assumptions that no longer match how enterprise selling has evolved. Come hear from enterprise sales planning leaders on how to build more realistic quota and capacity models for today’s operating environment.

Enterprise planning may still run on an annual calendar, but many teams recognize you can no longer treat planning as a once-a-year exercise. In this session, senior operators will discuss how they're actively working to build more continuous planning rhythms into the year; including how they review assumptions, govern changes, and keep the plan credible amid evolving conditions.