Overcoming the Two Failure Modes of GenAI — and Turning Them Into Revenue in Enterprise Sales

McKinsey identifies two main failure modes sinking Generative AI (GenAI) programs: (1) failure to innovate at pace, and (2) failure to scale promising pilots. Enterprise Sales leaders face similar barriers—siloed data, fragile CRM integrations, low trust, and the so-called 'pilot graveyard.' The remedy is a platform approach: reusable patterns, self-service portals, and automated guardrails. This whitepaper synthesizes McKinsey’s insights with enterprise sales realities, offering a 90/180/365-day roadmap and KPIs to guide implementation.