Achieving measurable AI results even without a perfect dataset or a long-term strategy: how mid-sized sales organisations can implement a pragmatic and successful deployment.

According to McKinsey, nearly 70 percent of mergers and acquisitions fail to achieve their projected revenue synergies. However, the exact same underlying issue occurs with new line card introductions or NPI cycles. While the catalyst differs, the driving mechanism remains identical.

If we integrate AI systems and predictive analytics into the sales process, do we not risk losing our core differentiator? The short answer is no. The longer answer is more complex—and more compelling.

The electronics distribution market is undergoing a phase of structural consolidation. Growth driven by market expansion has become less common; instead, efficiency in core operations now dictates which players achieve growth and secure margins.