Download brochure

Register now

Call to action
Your text goes here. Insert your content, thoughts, or information in this space.
Button

Back to speakers

Dick
Dunkel
VP of Revenue Enablement
Altana Technologies
Dick Dunkel is the vice president of revenue enablement at Altana Technologies, the network for trusted trade. Dick has over 20 years of enterprise sales experience (PTC, Corio, IBM, SAP) leading sales teams, delivering innovative technology solutions and unlocking business value for large enterprises. For the past 10 years, Dick has focused on building high-performing sales enablement programs (Sprinklr, Celonis, Cloudera and now Altana). Dick is best known as the creator of the well-known sales qualification framework MEDDIC, coined in 1996 during his time at PTC. Dick and his wife Carolyn live outside of Philadelphia, in West Chester, PA.
Button
13 March 2025 14:15 - 14:45
Preserving human judgment in an AI-driven world
AI is helping enablement teams create more content, launch more programs, and move faster than ever. But faster doesn’t automatically mean better. Many organizations are discovering that AI-powered enablement can also produce more noise, more generic messaging, and more confusion for sales teams. This session introduces a practical, leader-first framework for using AI in enablement - one that captures the efficiency of automation while protecting the human judgment that drives real performance. You’ll learn where AI should accelerate execution, where it should inform decisions, and where experienced enablement leaders need to stay firmly in control. Rather than debating whether to use AI, we’ll focus on how to use it with discipline: turning AI into a powerful assistant for drafting, scaling, and analyzing - without letting it replace strategy, prioritization, and nuance.