---
id: "entity-sunil-gupta"
type: "entity"
entityType: "person"
canonicalName: "Sunil Gupta"
aliases: []
source_timestamps: ["¶1", "§ Understand Market Trends"]
tags: ["author", "harvard-business-school", "digital-strategy"]
related: ["person-frank-cespedes", "claim-business-problem-first", "quote-problem-first", "quote-virtual-buying-journey", "framework-ai-deployment-process", "framework-sap-customer-journey"]
sources: ["commercial"]
isSpeakerEntity: true
---
## Segment 5 — commercial

## Article 64 — a064

# Sunil Gupta

**Sunil Gupta** is a **Harvard Business School professor** focused on digital strategy, marketing, and AI, and a **co-author** of the HBR article underlying this vault.

**Role in this source:** primary author/analyst (with [[entity-frank-v-cespedes|Frank V. Cespedes]]). Together they frame the thesis, analyze the SAP case, and generalize it into a deployment process.

**Attributed contributions in this vault:**
- [[quote-problem-first]] — "first you must clarify what problems you want to solve..."
- [[quote-virtual-buying-journey]] — the 90%-virtual TAM-expansion statement.
- [[claim-business-problem-first]] and (jointly) [[claim-ai-reduces-sales-cycle]], [[claim-ai-saves-prospecting-time]].
- Author of the [[framework-ai-deployment-process|Strategic AI Deployment Process]] and the [[framework-sap-customer-journey|SAP customer-journey mapping]].

> **Enrichment context:** HBS faculty focused on digital strategy, marketing, and AI (canonical: HBS faculty profile).