... CSOs should redefine digital commerce as a strategic asset for the sales organization, not just a buyer self-service tool. By integrating it into sales strategies, CSOs can unlock new business opportunities, improve customer engagement, generate rich buyer insights and drive revenue growth. Overview ...
Analyst(s): Aditya Vasudevan | Luke Tipping | Mike Lowndes
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... Access Insights Already a Gartner client? After B2B CMOs establish and benchmark their alignment and collaboration maturity with sales, they must plan their next steps for tighter collaboration. Advancing maturity will help B2B buyers through complex purchases and grow revenue. Insights at a Glance ...
... AI accelerates and simplifies the buying journey, but damages deal quality when used by buyers for confirming value. CMOs must equip sales reps to effectively validate value by facilitating group consensus, aligning messaging to buyer tasks and reinforcing decisions with proof to drive deal quality. ...
... Access Insights Already a Gartner client? To enhance productivity, CSOs must improve the consistency, quality, and speed of frontline decisions. CSOs should implement a structured operating rhythm to more reliably shape the decisions that sellers and managers make about how to allocate their efforts w ...
Analyst(s): Dan Gottlieb | George Tobias | Betsy Gregory-Hosler
... Access Insights Already a Gartner client? Fragmented decisions and siloed commercial execution hinder CSO efforts to implement AI, to adapt to changing buyer preferences, and to increase revenue. Overcoming these barriers requires CSOs to shift RevOps from driving alignment to creating a competitive a ...
Analyst(s): Sandhya Mahadevan | Tyler Huguley | Kelly Fischbein
... Access Insights Already a Gartner client? Sales orchestration tools, also known as RAO platforms, improve productivity but are costly and add technical debt. Tech CEOs should avoid investment in such tools and prepare to move directly to agentic CRM for exponential pipeline growth without expanding headcount ...
... Access Insights Already a Gartner client? CSOs are being forced to rethink their organizations’ sales structure as cost pressures, AI integration, and growing market complexity expose the limits of legacy models. CSOs can use this decision framework with their teams to help them make structural choices ...
... Attendees will gain practical guidance on how to modernize engagement patterns, demonstrate value and reposition EA as an essential partner in AI-enabled growth. You will learn: •How to frame an EA vision that advances growth, resilience and cost optimization •How to establish measurable value through ...
... Agentic AI, governance, workforce transformation, machine-mediated markets and sovereignty are reshaping how organizations create value. The 2026 Hype Cycles show how leaders can balance innovation, resilience and control in an increasingly connected environment. Overview Strategic Planning Assumption ...
Analyst(s): Jan-Martin Lowendahl | Mandi Bishop | Andrew White | Yanni Karalis