Q1. Could you start by giving us a brief overview of your professional background, particularly focusing on your expertise in the industry?

I’ve spent over 30 years in technology and enterprise sales leadership, with a particular focus on cybersecurity, digital transformation, and enterprise SaaS. My background spans from building out national sales teams to helping organizations align technology with real business outcomes. I’ve worked with companies navigating complex transformations—especially in ERP environments like SAP—and helped them modernize through a mix of automation, data insights, and strategic sales enablement. 

Currently, I serve as a Senior Technology Advisor at A5E Consulting, helping enterprise clients streamline SAP S/4HANA transformations and leverage GenAI across their digital ecosystems.

Q2. Is the real value of GenAI in building horizontal tools—or in embedding intelligence deep within industry-specific workflows (like SAP, procurement, or risk)?

Both have value, but the game-changing impact lies in embedding GenAI into vertical-specific workflows. While horizontal GenAI tools (like copilots, chatbots, and summarization engines) enhance productivity, the real ROI comes when GenAI is contextually embedded within systems like SAP to drive intelligent automation in procurement, predictive maintenance in manufacturing, or anomaly detection in finance. 

When GenAI understands the nuances of a specific business function, it’s no longer just a tool—it becomes a strategic asset.

Q3. Are new product categories emerging that blend horizontal accessibility with vertical specialization? How is this playing out in enterprise tech?

Absolutely. We’re seeing the rise of “intelligent verticals”—products that offer horizontal capabilities (like NLP, summarization, or task automation) but are pre-trained on domain-specific data. These platforms are not just smart—they’re contextually aware. 

In enterprise tech, this manifests in solutions that integrate natively with ERP, CRM, or PLM systems, but adapt based on the industry use case. For example, a GenAI assistant for supply chain in retail looks very different than one built for pharma compliance or defense logistics. This vertical specialization is where real competitive differentiation is happening.

Q4. How is the SAP implementation landscape evolving with the rise of GenAI-first partners? Are these new players changing the game compared to traditional system integrators?

Yes, and it’s happening quickly. Traditional SIs often operate with rigid playbooks and long timelines. GenAI-first partners, by contrast, bring agility, automation, and data-first mindsets to SAP transformations. These new entrants are building intelligent accelerators, self-healing bots, and AI-powered testing tools that reduce implementation timelines, enhance data migration accuracy, and even improve user adoption through AI-driven onboarding. The future of SAP modernization will belong to those who blend domain knowledge with intelligent automation.

Q5. Do you think RISE continues to offer compelling value for mid-sized enterprises, or are organizations now exploring more modular, flexible paths to SAP modernization?

RISE still has a compelling story, especially for companies looking for a structured path to the cloud. But mid-sized enterprises are becoming more discerning. Many are now exploring modular approaches—leveraging BTP, side-by-side extensibility, or industry cloud components—rather than going all-in on a single vendor-led journey. Flexibility, composability, and business-driven modernization are gaining ground. Ultimately, value is found not in the program itself, but in how well it aligns with business priorities.

Q6. Do you think AI is rewriting the rules of B2B sales—or just helping teams do what they’ve always done, but faster? What shifts are you seeing in RevOps functions?

AI is both accelerating traditional sales motions and rewriting the rules. We’re moving from reactive to predictive selling, where AI identifies intent signals, guides discovery, and even drafts deal-closing content. 

In RevOps, we’re seeing automation of forecasting, deal risk analysis, and territory planning. But the real shift is in how AI is enabling human connection at scale, helping reps focus on the right accounts at the right time with the right message. Sales will always be about trust and influence, but now we have better tools to scale that influence intelligently.

Q7. If you were an investor looking at companies within the space, what critical question would you pose to their senior management?

I would ask: How are you aligning GenAI investments with your customers’ real-world workflows, and how fast can you prove value?

In this space, it’s not about who has the flashiest AI features—it’s about who can drive measurable business outcomes and solve real problems. Execution, adaptability, and customer-centric design will separate the winners from the noise.