AI will have a significant influence on your revenue funnel. What misconceptions are you seeing regarding Generative AI, and how should companies start to think about its role in the buyer journey?
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Chief Revenue Officer in Bankinga year ago
Based on what I’m seeing, the biggest misconception is AI as a cybersecurity silver bullet. Generative AI will have a huge impact on cybersecurity. That said, it will not be a silver bullet anytime soon. Yes, generative AI will continue to create efficiencies within monitoring tools but be careful only relying on generative AI. I don’t see it completely replacing the human component. I do see generative AI making the human component more effective. No one wants to stare at dashboards and disparate tool logs all day. It's important that the C-Suite and boards of directors don’t assume that they can immediately eliminate cybersecurity headcount through the implementation of generative AI. Those teams are already understaffed and in desperate need of better solutions.
Regarding the buyer journey, we’ve already seen the overreliance on the website and telephone-based customer service AI/bots to handle low-level support functions. In the buyer journey, there is an old adage “People buy from people they like”. It’s important that we don’t discount the value of human interaction within the buyer journey.
CRO in Services (non-Government)7 months ago
GAI will not be a silver bullet for most things. I think you are correct in issuing a warning around companies thinking about eliminating headcount, especially in the realm of cybersecurity expertise.
Super interesting times all around
Sales Manager in Software7 months ago
Leveraging AI to provide insights and recommendations based on contract data, such as identifying cost-saving opportunities, optimizing contract terms, flagging potential issues, stock rotation, and opportunity forecastingSenior Enterprise Sales Executive in Software7 months ago
GAI will eliminate certain headcount at companies based on situation, but it I'm still not sure it will eliminate entire roles/job families. I think it will require roles to use GAI as a copilot in the work they are responsible for doing. With regard to the buyer's journey I think it will further help them synthesize information in a way that is relevant to them and they will be more informed before ever engaging with a "salesperson". As an example trying typing in a prompt that says look G2 reviews for X solution and identifying which providers score high in these areas.
Enterprise SaaS Deal Coach in Software7 months ago
Accuracy. Trust but verify.
1. Macro- down economy, companies want more productivity and are having a hard time finding cost effective candidates to meet all of their needs.
2. C-Level feedback- executives have told me they would love to leverage AI to replace employees and it was sited by Sales leaders in the Gartner survey that 37% already think they can.
3. Personal experience- I have replaced vendors with single tools in my own company for a fraction of the cost with higher performance.
It will however, create new jobs too, but I don't think it will be even.