IT needs to overcome a perception that it's more tactical than strategic -- "Business and IT executives differ in their perceptions of strategic and operational IT issues, from IT's strategic role to its performance. And an A.T. Kearney survey of senior business and IT executives conducted this summer by Harris Interactive suggests that senior business executives don't believe IT is keeping pace. Many of these business leaders believe IT is tactically focused and that the best technology innovations come from the business side. Unless significant changes are made, those differences may continue to define -- and possibly limit -- IT's strategic role."
When B2B buyers consider a purchase they spend just 17 percent of that time meeting with vendors. When they are comparing multiple suppliers‚ time spent with any one salesperson is 5 or 6 percent. Self-directed B2B buyer online research has already changed procurement. IT vendors are less likely to be involved in solution assessment. Now, more disruptive changes are on the horizon. By 2028, 60 percent of B2B seller work will be executed through conversational user interfaces via Generative Artificial Intelligence sales technologies -- that's up from less than 5 percent in 2023, according to Gartner. Generative AI Market Development "Sales operations leaders and their technology teams must prepare for the convergence of new forms of artificial intelligence, dynamic process automation, and reinvented deal-planning activities that will transform the sales function," said Adnan Zijadic, director analyst at Gartner . According to the Gartner assessment, Generative AI (GenAI) s