Futuri Framework Sorts Sales AI Tasks by Need for Human Involvement
Futuri, a provider of AI-powered software for media companies, has introduced a framework for deciding where AI automation should, and should not, be used in enterprise sales workflows. The model is based on a year of discussions with roughly 40 enterprise sales leaders, according to the company.
Called Automate, Augment, Hold, the framework divides sales activities into three categories. "Automate" covers tasks where the output matters more than human involvement, including research, CRM updates, meeting summaries, competitive briefs, and first-draft emails.
"Augment" applies AI to supporting work while leaving decisions to salespeople. Examples include drafting proposals, scoring accounts and identifying signals, with sellers responsible for refining the output, setting priorities and deciding when to act.
"Hold" identifies interactions Futuri believes should remain human-led, including discovery calls, negotiations, initial meetings with new customer advocates and difficult conversations.
Futuri applies the same approach to its TopLine Enterprise sales intelligence product, using AI for research, prioritization and preparation while reserving relationship decisions for sellers.
Posted by Pure AI Editors on 08/31/2026