AI Services Buyers Need Your Help

Yes, 40% of enterprises say they have adopted AI, but that means 60% say they haven’t. In many AI-equipped enterprises, executives’ expectations for innovation and business outcomes will remain aspirational until they can manage data, train models and integrate packaged AI applications into existing architectures.

Organizations that seek to use enterprisewide AI must also ensure their deployment is rightsized to avoid cost overruns, and fit for purpose to minimize governance complexity. Depending on their ambitions, D&A and AI services buyers are likely to need further help mapping their AI trajectory.

It’s one thing to dabble with AI features in digital workplace applications, network system management platforms and advertising or marketing decision-making systems. It’s quite another to find talent that understands AI and generative AI and can competently manage foundational problems such as integrating AI with existing systems or managing security for AI. 

Start by defining which buyer needs best match your capabilities and expertise. Then narrow your prospective clients by their level of ambition. 

• Organizations planning to increase AI services spending by 20% or more are prioritizing value for money, ROI and use of innovative technologies. 

• Organizations planning to increase spending by 20% or less are emphasizing use of prebuilt assets, tools and platforms; a functional, departmental focus; faster paths to ROI; and flexible contracting and pricing options.

Nearly 60% of enterprise buyers surveyed in Gartner’s Digital Business Buyer Survey expect their organization’s AI services spending to increase in the next year. These buyers mainly fall into two groups:

• Pathfinders seek to experiment with AI through new projects. Clues that a buyer fits this profile include lax requirements for integrating AI into existing applications, readiness to approve pricing models based on royalties or outcomes, and a smaller buying team.

• Upgraders are using AI in existing projects to achieve business outcomes. Clues that a buyer fits this profile include interest in integrating key applications or systems at the start of the project, metrics focused on near-term ROI, and a preference for pricing models based on conventional contract formats.

Tailor your go-to-market strategy and messaging to your target buyer, and adapt your offerings to buyers’ specific business needs based on their AI goals. Encapsulate your promise to the buyer in a service value proposition that, at minimum, ensures delivery of unique value.

AI has captured the attention of the C-suite. On one side — leading the pathfinders — are executives who want to gain a competitive edge. On the other — leading the upgraders — are those who fear being left behind. Leaders on both sides require a basic knowledge around using AI, as well as how best to deploy AI for their specific industry and organization.

Your role is to:

• Become a trusted source of information about AI-related laws and regulations

• Shed light on how to integrate AI into enterprise applications and systems

• Provide AI knowledge, skills and support to fill internal resource gaps

• Support the organization in making sure its data is AI-ready

• Validate executives’ enthusiasm for AI by facilitating the organization’s ability to realize business objectives