292 – Stop Automating Bad Processes: Why Your AI Strategy is Already Failing — Ultimate Partner®

Winning the AI Trust Race

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In this compelling discussion from the Ultimate Partner Winter Retreat, Vince Menzione sits down with Marc Monday of ServiceNow and marketing expert Ashleigh Vogstad to deconstruct the “tectonic shifts” currently hitting the tech industry. As the market moves from AI excitement into a period of “POC fatigue,” the conversation pivots to the essential groundwork required for success: clean data, governed workflows, and the transition from an attention economy to a trust-based machine economy. They explore how Gen Z’s massive spending power is reshaping marketplaces and why simply automating a 27-step bad process with AI is a recipe for failure. Whether you are a partner manager or an entrepreneur, this episode provides a roadmap for staying human in a machine-to-machine world.

Key Takeaways

The market is experiencing “POC fatigue,” making it critical to transition from experimental AI to real-world value driven by central databases and knowledge graphs.
ServiceNow is shifting focus toward “Control Tower” solutions to govern and orchestrate how various AI agents interact with mission-critical data.
We are moving from a human-centric “attention economy” to a “trust economy” where machines make high-stakes decisions on behalf of users.
Automating an existing 27-step approval process without rethinking the workflow first results in an “automated bad process” rather than a solution.
By 2030, 75% of B2B buyers will be Gen Z, a demographic that favors authentic voices and direct-to-fan platforms like Substack over traditional channels.
Hyperscaler partnerships are becoming essential “third-party validation” layers that allow AI agents to verify a company’s win rates and credibility.

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Key Tags

ServiceNow, Marc Monday, Ashleigh Vogstad, Ultimate Partner, AI Fatigue, Agentic AI, Control Tower, Trust Economy, Knowledge Graph, Workflow Engine, Gen Z B2B, Marketplace, Hyperscalers, Machine-to-Machine, Data Governance, POC Fatigue, Substack, LinkedIn, Digital Transformation, Co-Selling, Partner Programs, ERP Intelligence, Uncanny Valley, Marketing Lag, Shared Business Planning.

Transcript

Ashleigh and Marc Monday Audio Episode

[00:00:00] Ashleigh Vogstad: But the reality is, if you’re not using AI in a very meaningful way in your sales and marketing functions of your businesses, I mean you’re just way behind.

[00:00:13] Vince Menzione: We just finished Ultimate Partners Winter Retreat here in beautiful Boca to a sold out crowd. Come join me now for a compelling discussion on the impacts of the tectonic shifts we’re all seeing. Maybe just a second about roles and responsibilities. Most of you know Ash from previous, uh, things you’ve been doing with us.

[00:00:34] Vince Menzione: But, but maybe for you, Martin, this is your first time.

[00:00:36] Marc Monday: Where should I

[00:00:37] Vince Menzione: look there? Alternate partner. Their lives

[00:00:38] Marc Monday: there?

[00:00:39] Vince Menzione: Uh, yeah, over here is good. Either one.

[00:00:41] Marc Monday: Look over there. Which would you prefer?

[00:00:43] Vince Menzione: Um, this is good.

[00:00:44] Marc Monday: Great. It’s,

[00:00:45] Vince Menzione: and, but right now I’m just asking you for everybody, tell everybody who you are in your role.

[00:00:49] Vince Menzione: ’cause you just shifted roles at ServiceNow. It’s

[00:00:51] Marc Monday: true. It’s true. Hello everyone. My name is Mark one day and I lead the America’s partner business, uh, partner sales business at ServiceNow today. And effective Monday I’ll lead the global partner team. Uh, Jen Odes, who’s been on the podcast. Yes. She’s been and I are switching roles.

[00:01:07] Marc Monday: Jen’s gonna go run the patch and I’m gonna run the programs, uh, effective next week.

[00:01:11] Vince Menzione: That’s fantastic.

[00:01:12] Marc Monday: And I live in Seattle.

[00:01:15] Vince Menzione:</stro