1. The Current Climate: Why So Challenging?

• Raul sets the stage with a candid reflection: "Why is everything so difficult, and what can we do about it?"
• Acknowledging 2023 and 2024 as tough years for many, Toni emphasizes the importance of moving beyond the "big whine" to identify actionable solutions.

2. AI Hype: Magic Button or Misguided Expectations?

• The promise and pitfalls of AI: While AI dominates VC funding and customer expectations, the hype often outpaces its practical applications.
• Toni critiques the trend of superficial AI strategies, warning that adding "AI" to a pitch isn’t a long-term recipe for success.
• Raul highlights the need for genuine value and strong ROI cases as the hype inevitably cools.

3. Sales Efficiency & Market Dynamics

• Pipeline struggles persist across industries, even as buyer behavior begins to stabilize.
• Toni observes a shift in buyer expectations: customers increasingly seek “magic” solutions and demand more from software providers.
• Raul sees a silver lining: rising expectations push companies to deliver better products, more personalized solutions, and stronger customer outcomes.

4. Decision-Making in Organizations: CEOs and CFOs Take the Lead

• Toni notes a tightening of decision-making power, with CEOs and CFOs often being the sole gatekeepers for major purchases.
• This shift makes it more critical than ever to craft messaging that resonates with top executives while addressing the needs of operational teams.