Broken Distribution In Enterprise AI

AI demos are increasingly indistinguishable. Enterprise buyers see intelligence everywhere—yet adoption, expansion, and sustained usage remain inconsistent and slow.The problem isn’t the model. It’s how AI is distributed inside complex organizations.00:16:08 The "Invisible Gatekeepers" of AI Discovery00:46:40 The Distribution "Death Valley"—Pilots vs. ProductionThis session takes a hard look at the full spectrum of AI distribution motions in the enterprise—from sales-led and product-led approaches to embedded AI, platform partnerships, channels, and internal champion–driven rollouts. We’ll explore where each motion shows promise, where it quietly breaks down, and why no single path works universally for AI at scale.Through real-world operator perspectives, we’ll examine:- Why traditional enterprise sales motions struggle to prove AI value beyond the pilot?- Where product-led and self-serve models fail under enterprise risk, security, and change management?- How partnerships and platforms help distribution—but rarely solve adoption?- What actually determines whether AI becomes embedded in workflows or stalls at experimentation?