CIOs are now tasked with implementing AI in customer engagement, moving beyond pilot projects to create integrated AI-native go-to-market (GTM) frameworks with CMOs and CROs. The article highlights the necessity of a cohesive backbone that combines AI tools and customer data to enhance performance metrics such as pipeline creation and win rates.
Successful examples from Schneider Electric and Siemens illustrate the effectiveness of this approach, where data integration leads to reduced time-to-close and increased deal flow. By establishing a solid architecture, such as a customer identity backbone and layer for predictive models, organizations can streamline sales operations and improve outcomes significantly. The article outlines a structured 12-week plan focusing on governance, data integrity, and measurable performance improvements, encouraging a shift towards a unified system for sales and marketing operations.
The goal is not a flawless technological stack but a dependable framework that drives revenue-related actions and fosters accountability in metrics. With real-time feedback and collaboration between key executives, organizations can enhance their GTM processes while ensuring quality and compliance.
👉 Pročitaj original: CIO Magazine
