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ON-DEMAND
The Framework Nobody Hands You Until You've Already Made the Wrong Call
A framework from Richards, field-tested by Friedman.
Speakers
Ronnell Richards
Sales Strategist
Ian Friedman
Strategy & Ops at Pathlock
Every revenue team hits the same fork: build your own AI layer on top of Salesforce, or buy one. The pitch decks make it sound simple. The teams who've actually made that call know it isn't.
Ronnell Richards opens with the framework he actually uses to make that decision. What's worth owning, what almost never is, and how to tell which side of the line you're on before you've spent the budget finding out.
Then Ian Friedman, Strategy & Ops at Pathlock, puts it to the test: what they actually built, what they bought instead, and where the framework held up against a real decision with real budget behind it.
Not a demo. Not a script. The framework, then the field test.