35% of CROs to form AI teams by 2025 — Gartner
CONNECTICUT, UNITED STATES — Around 35% of Chief Revenue Officers (CROs) are expected to establish a generative artificial intelligence (AI) operations team within their go-to-market (GTM) organizations by 2025, said research firm Gartner.
This move aims to accelerate the production of buyer-centric content, improving sales decision-making and overall revenue outcomes.
Current Gartner data reveals that sellers spend over half their time creating and delivering value messaging across the sales process.
However, with the integration of generative AI – technology able to create customized buyer-centric messaging and content – expenditure is predicted to drop significantly.
“When generative AI is strategically combined with seller creativity and compelling data, frontline sellers can craft better buyer messaging faster,” said Dan Gottlieb, Senior Director Analyst at Gartner’s Sales Practice.
At the front line of generative AI, operations are messaging strategists or internal creators responsible for messaging program design. Their roles involve fine-tuning generative AI models and maintaining content moderation policies, among others, to deliver generative value messaging.
By 2025, Gartner also anticipates 45% of B2B revenue organizations will list “prompt engineering” as a required skill on job descriptions for messaging strategist roles.
“By adopting generative value-messaging, CROs will improve sales execution for top-line growth, drive resource efficiencies that lower the cost of sales, and create more custom-made content for opportunities previously constrained by the limitations of only humans creating content,” Gottlieb explained.
