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Kirk Owen
Blog
Observations from the field.
If You’re Selling AI to Contact Centers, You’re Actually Selling to Systems IntegratorsOver the last six years, I’ve worked both inside AI vendors selling into contact centers and alongside systems
Over the last six years, I’ve worked both inside AI vendors selling into contact centers and alongside systems integrators (SIs) who design, build, and run those environments. One pattern shows up again and again: Early-stage AI founders think they’re selling to enterprises. In reality, they’re selling to systems integrators first. This isn’t a semantic distinction—it’s a go-to-market reality. And misunderstanding it is one of the fastest ways for promising conversational AI
Dec 22, 2025
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