Gartner warns vendors that fortunes will be won and lost in the AI race; winners will be decisive, agile and opportunistic — but prudent.
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What it takes to win the AI vendor race
The AI race features a crowded field of tech vendors, spanning long-established players and AI-native newcomers — each battling the pressure to produce AI products with unmatched speed and innovation. But speed isn’t the only variable in this race.
Winning will require crystal clarity on where you’re headed and what stands in your way — and the confidence to snatch opportunities when you can.
Gartner, creator of the most authoritative vendor comparison tool (Magic Quadrant), has produced a unique collection of guidance for product leaders competing within and across the layers of the modern AI tech stack. (Clients: Sign in to enter the Gartner AI Vendor Race Microsite directly.)
In the AI vendor race, these four things are key
To win this race, you need to understand the AI races and how they are evolving, determine what it takes to win in an AI race, know who is leading or lagging and why — and discover how you can improve your position to come out on top.
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Read the vendor race market, then master the fundamentals
Winning the AI race isn’t about outpacing competitors at every turn, it’s about knowing the course, reading the signals and executing the basics flawlessly.
Stay alert to shifting dynamics: Tech service providers must continually scan the market landscape. Identify where the real opportunities — and threats — are emerging. Track not only direct competitors, but also ecosystem partners and adjacent players whose moves could alter your trajectory. When uncertainty hits, double down on data-driven decision making to maintain clarity and momentum.
Balance speed with direction: Don’t let the rush to innovate override strategic focus. Rapid development is critical, but only when guided by clear objectives and validated market needs. Chasing every new AI trend or customer request can drain resources and dilute your value proposition. Instead, set a disciplined cadence: prioritize initiatives that align with your long-term vision and deliver measurable impact.
Address obstacles head-on: Legacy systems, technical debt and resource constraints can quietly erode your competitive edge. Audit your technology stack and workflows regularly to identify bottlenecks. Invest in modern, flexible architectures that support AI integration and adapt quickly to new demands. Proactively manage risks — regulatory, ethical or operational — to avoid costly missteps.
Anticipate, don’t just react: Leaders who win are those who look ahead. Use scenario planning and real-time market intelligence to anticipate disruptions before they become critical. Build agility into your teams and processes, so you’re ready to pivot when conditions change, without losing sight of your destination.
What every product and services leader needs to know
The Gartner AI Vendor Race collection is designed to help executives understand:
Which races are critical to my success?
Who is winning and why?
What will it take to win?
Example: Building preemptive security to avert weaponized AI risks
Gartner forecasts a dramatic rise in preemptive cybersecurity investment by 2030, signaling a critical shift for tech service providers. As AI-driven threats multiply, relying on traditional detect-and-respond tools leaves enterprises dangerously exposed.
Product leaders must now embed preemptive cybersecurity into their product strategies, both to protect customers and to maintain a competitive edge. Failing to do so risks not only severe business losses, but also lasting damage to reputation and market share as sophisticated, AI-enabled attacks accelerate.
The path forward is clear: Adopt the “three Ds” of preemptive cybersecurity — deny, deceive and disrupt:
Deny attackers access to your global attack surface using advanced obfuscation.
Deceive bad actors through automated cyber deception and moving target defense.
Disrupt threats with predictive intelligence and automated exposure management.
By prioritizing these proactive measures, tech service providers can safeguard digital assets, enhance product value and fuel innovation and growth in an increasingly hostile cyber landscape.
Ready to accelerate?
Gartner’s AI Vendor Race Microsite and expert guidance can help you benchmark your readiness, refine your strategy and build the fundamentals for sustainable advantage. To speak with Gartner about tailored tech vendor guidance, complete the form above and ask about the microsite.
Gartner clients can access a vast collection of related insights for tech product leaders competing in the the AI race, including:
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