ScreenCloud CRO Shabri Lakhani on why she refused to bake unproven AI productivity gains into her FY27 plan, how PE ownership changed what "defensible" means, and the case for investing in enablement.
If you're a CRO in the middle of 2027 planning, there's a good chance your board has already asked what AI is going to do for your conversion rates.
Shabri Lakhani, CRO at ScreenCloud, got the same question. She's finished her plan, and shares the ins and outs of how she got there and what to keep in mind when it’s your turn, in today’s episode.
Over the next 30 minutes, you’ll hear exactly how she built that plan: how she separated genuine strategic bets from AI hype, the "what are you going to stop doing" exercise she ran across her whole leadership team, and how she'd make the case for an enablement leader, which she thinks is still one of the most under-argued investments in Revenue leadership.
📚 Episode Chapters
02:05 - Planning before the benchmarks
04:15 - Assumptions, uncertainty & AI for FY27
11:10 - AI’s impact on sales productivity and planning
24:55 - The role of enablement & ROI measurement
33:30 - Advice for future CROs
🎧 Continue listening…
Make sure you listen to Adam Kay on scaling Revenue teams & rebuilding sales processes in the AI-era