---
id: "prereq-enterprise-sales-marketing"
type: "prereq"
source_timestamps: ["§ Employees Are Initially Skeptical"]
tags: ["business-context"]
related: ["entity-d-star", "entity-matrix", "concept-span-of-control-vs-accountability"]
reason: "Provides the necessary context to understand why employees felt their 'strategic efforts' were being diminished by AI."
sources: ["adoption"]
sourceVaultSlug: "hbr-seg-adoption"
originDay: 9
articleStem: "hbr-edu-41-french-spirits-employee-buy-in"
sourceUrl: "https://hbr.org/2025/12/how-a-french-spirits-company-created-employee-buy-in-for-ai"
sourceTitle: "How a French Spirits Company Created Employee Buy-In for AI"
---
# Enterprise Sales and Marketing Workflows

The text assumes familiarity with how enterprise sales reps operate (store visits, product recommendations, quotas) and how marketing managers function (allocating spend across brands/channels, emotional attachment to brand initiatives).

**Why it's needed.** Provides the necessary context to understand why employees felt their 'strategic efforts' were being diminished by AI — the sales workflows automated by [[entity-d-star]] and the marketing workflows automated by [[entity-matrix]] — and thus why the [[concept-span-of-control-vs-accountability]] tension arose in the first place. It also explains why Matrix met stiffer resistance: brand allocation involves creative judgment and emotional stake, unlike the more logistical routing decisions D-STAR optimizes ([[question-matrix-adoption-gap]]).