... Access Insights Already a Gartner client? Agentic AI initiatives in IT services fail when automation outpaces governance. SPVM leaders must shift to capability‑based contracts that codify business logic, preserve human accountability, retain expertise, and enforce reversibility, as AI agents’ autonomy ...
Analyst(s): Andrea Lanzavecchia | Katarzyna Fonteyn | Luis Pinto | Biswajit Maity
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... Access Insights Already a Gartner client? When presented with strategic choices, ERM is too often confined to a checkbox function that demonstrates compliance but provides no insight. This guide empowers ERM leaders to become strategic advisors, using risk frameworks to explicitly protect and propel n ...
... As CPS expand across critical operations, applying traditional centralized IT security governance often fails in operational environments. This research explains what the differences are between IT and CPS security and how a federated governance model helps balance central oversight with operational ...
... Product marketers often waste resources on sales content and tools that don’t drive high-value deals. Product marketing leaders should empower their teams to use revenue enablement AI insights to focus investments on strategies and assets that contribute to winning top-tier opportunities. Insights at ...
... Large-language-model-based agentic AI in sales can produce polished output, but sales operations leaders must not mistake fluency for reasoning, execution or autonomy. Use this research to separate agentic AI claims from demonstrated capability when demos blur the lines between automation and orchestration ...
Analyst(s): Wendy Butler-Mafuz | Guy Wood | Adnan Zijadic
... AR’s relationship with sales is underdeveloped, limiting its ability to track true business value. By utilizing agentic AI to deliver insights directly into sales workflows, AR can transform this critical partnership and accurately track the outcome-based metrics that matter most, such as impact on revenue ...
... Sales managers are overleveraged and ineffective. This has a massive impact on performance. Only 18% of sales managers report having high-performing teams.1 This report provides a comprehensive analysis of time spent by managers across over 50 activities, offering insights into optimizing the role for ...
... customer acquisition goals. Salesenablement typically sits between sales and marketing — but enablement activities around prospecting often happen in silos. A modern customer acquisition strategy clearly identifies the objectives of each commercial leader. Salesenablement can bridge the gap by designing ...
... Access Insights Already a Gartner client? CSOs lose sight of the sales transformation progress because they rely on lagging results and misaligned metrics. Establish a transformation metrics pyramid that links sales goals to both lagging and leading indicators, providing necessary in-flight insights ...