AI has changed how technology buyers evaluate, how sales teams sell, and how executives decide. Most go-to-market infrastructure hasn't caught up, and IDC data shows the gap between the companies that adapted and the rest is widening.

Three findings you can act on: the buyer has already moved, the sourcing bar is rising, and AI maturity is trailing adoption across every GTM function. Each one is sourced to a specific IDC dataset and traceable to source.

What you'll learn…

  • The buyer has already moved: 46% now cite AI tools as their most frequently used evaluation source, ahead of vendor salespeople at 33%.
  • The credibility gap: 90% of enterprise legal buyers are writing AI clauses that trigger scrutiny of unsupported vendor claims.
  • The maturity gap: Only 3.1% of organizations have reached the "Optimized" AI stage — 61.3% remain stuck at the two least-mature stages combined.
  • What holds up when your claims get challenged: a sourced, defensible answer you can put in front of a board.

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