Category: GTM

Your Buyer Is a Bot: Preparing GTM for Agent-Led Deals

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Key Takeaways AI agents are increasingly participating in B2B purchasing by comparing vendors, evaluating pricing, and supporting negotiations. For vendors, providing clear, consistent information that can be readily interpreted by AI agents will be important to staying competitive. As the prevalence of agentic AI commerce increases, B2B go-to-market (GTM) strategies will need to account for

Your AI Metrics Might Not Work for GTM Messaging

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Key Takeaways AI adoption metrics and sales figures might not accurately reflect reality—and they probably won’t persuade prospects. Performance benchmarks are also problematic, since they often fail to predict production performance. AI company go-to-market (GTM) teams should focus messaging and materials on the real economic value that their platforms deliver, instead of hyped metrics. Technology