What's Happening?
As the global market enters 2026, traditional business planning is being replaced by dynamic strategies driven by AI and geopolitical shifts. Fernando Ventureira, CEO of Stratence Partners, emphasizes the need for commercial excellence, integrating pricing, sales governance, and data-driven decisions into cohesive systems. AI is seen as a force multiplier, enhancing the speed and quality of strategic decisions. Companies are leveraging AI to simulate pricing scenarios and automate performance monitoring, aiming for rapid execution and measurable financial benefits. This shift is producing tangible results, with companies achieving significant improvements in net pricing and earnings.
Why It's Important?
The transition to AI-driven commercial excellence is reshaping
business strategies across industries. By focusing on execution discipline and data-driven decisions, companies can achieve predictable financial performance, even amid economic volatility. This approach is crucial for maintaining profitability and competitive advantage in a rapidly changing market. The integration of AI into core business processes allows organizations to respond swiftly to market changes, enhancing their resilience and adaptability. As strategy cycles shrink, the emphasis on commercial excellence and AI acceleration becomes vital for sustaining growth and enterprise value.
What's Next?
As companies continue to adopt AI-driven strategies, the focus will be on embedding AI into decision-making processes, such as deal management and incentive structures. This integration will enable organizations to sustain themselves and achieve long-term autonomy. The shift towards commercial excellence is expected to drive further innovation in pricing and governance models, with AI playing a central role in enhancing strategic execution. Companies will likely prioritize execution certainty over theoretical perfection, fostering a culture of accountability and results-driven strategies.
Beyond the Headlines
The move towards AI-accelerated commercial excellence raises important considerations about the role of technology in business transformation. While AI offers significant advantages, its implementation must be aligned with clear business objectives and high-quality data. The ethical implications of AI use, particularly in decision-making processes, will be a key area of focus for companies seeking to balance innovation with responsibility. As AI becomes integral to business operations, organizations will need to address potential challenges related to data privacy, security, and the impact on human labor.
