Building a plan your board will believe - Shabri Lakhani on separating real bets from AI hype in your 2027 planning

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 Enjoyed today's episode of Making The Grade? If you took something valuable from the episode, we'd love for you to... ✔️ Leave us a rating and review on your favourite podcast platform. ✔️ Share your ideas or guest suggestions with us at [email protected] ✔️ Stay in the loop with the latest from Making The Grade and ScaleWise by following us on LinkedIn or YouTube. See you again next week!