According to Gartner, more than a third of Chief Revenue Officers (CROs) will have a generative AI operations team within their go-to-market (GTM) organization by 2025.
AI is a hot topic these days, and the faster and deeper insights generated by the technology are expected to accelerate the speed at which GTM teams create content for buyers and adapt to market forces. I’m here. Gartner says this will improve confidence in sales decisions and improve end-to-end revenue.
According to the Seller Time Spend Assessment conducted in May 2023, surveyed sellers now spend more than half (52%) of their time creating and delivering value messages throughout the sales process. It turns out.
“It is a huge burden for sellers to provide every buyer with a customized value story for every deal in their pipeline,” said Dan Gottlieb, Senior Director Analyst, Gartner Sales Practice. . “The strategic combination of generative AI with seller creativity and compelling data will enable frontline sellers to craft better buyer messages faster.”
Generative value messaging
Buyer-centric messaging and the ability to leverage generative AI for content is called “Generative Value Messaging” and is expected to reduce the time it takes sellers to create and distribute content.
Gartner devised a roadmap. Operational Framework for Generated Value Messaging – Helping companies begin devoting resources to intentionally generated AI activities, leveraging their benefits for “compelling and personalized messaging” and managing and mitigating risks.
This framework consists of five parts:
- value messaging
- Generative RevTech
- Operation of the AI generation
- Messaging workflow
The Value Messaging section offers strategies for B2B sales messaging and storytelling, while Generative RevTech covers sales and marketing technologies featuring generative AI.
Gen AI Operations deploys the management and coordination of generative AI data and systems, while Messaging Workflows addresses the design and operation of messaging workflows. The fifth component, Messaging Insights, provides a reference for messaging insights and buyer activation analysis.
The framework is intended to help messaging strategists, who, according to Gartner, are on the “front line” of generative AI operations. Responsible for designing the messaging program, their role includes fine-tuning generative AI models and overseeing content moderation policies to deliver generative value messaging.
In fact, a research firm predicts that 45% of B2B revenue organizations will list “rapid engineering” as a required skill in their messaging strategist job postings.
“By embracing generative value messaging, CROs can improve sales execution for revenue growth, drive resource efficiency to reduce sales costs, and reduce the limitations of content creation previously limited to humans only. We will be able to create more bespoke content for opportunities that were limited by ,” Gottlieb added.