In Focus: B2B Decision-Makers’ Rising Interest in AI and ML

Apurva Pathak | June 15, 2022 | 1010 views | Read Time : 03:00 min

Rising Interest in AI and ML
Recently, Contentgine, a content-based marketing agency, released its latest ‘Top 5’ research ranking for popular artificial intelligence (AI) related content consumed by B2B decision-makers. The content assets, mostly e-books, that made it to the list focus on predictive analytics, cloud-based machine learning (ML) technologies, deep data analytics, and more.

But why are B2B decision-makers so curious about AI and ML?
They want to use AI and ML-based solutions effectively to streamline their business processes and improve their marketing strategies. 

Digital transformation, heightened consumer expectations, and changing buyer dynamics govern the way B2B decision-makers utilize their resources. Let us look at what is making them seek AI and ML-related content on such a high scale:

AI Simplifies Decision-Making

A survey conducted by SurveyMonkey concluded that 6 out of 10 B2B decision-makers experience decision paralysis—difficulty in choosing an option from a few viable ones—more often than expected. Furthermore, reaching a consensus becomes cumbersome if too many stakeholders are involved in the decision-making process. In such sticky situations, AI algorithms come to the rescue. They leverage heterogeneous data from social media, reports, website activity and more, to offer insights on management and resource allocation, assist in troubleshooting problems and aid strategic development. They alleviate issues that insufficient data and a lack of proper tools to measure metrics pose. They present a clear picture in front of the decision-makers to enable them to make an informed decision.

Assists in Lead Generation

Forget archaic, standard prospecting tools. You can effortlessly conduct lead generation research using various complex parameters with AI-powered tools. You can also analyze customer behavior, create dynamic, intuitive, secure and valuable lead lists. Sifting through massive lead generation data to discover the client profiles that match your ICP gets easier. On the other hand, ML helps with demand prediction, churn prediction, local optimization, and sentiment analysis, so you can offer an excellent customer experience to your leads.  AI lead generation tools such as Conversica, Drift, and LeadCrunch can have conversations with your leads, collect their email addresses, and qualify them even before handing them off to the sales teams. AI-powered lead scoring can help you identify intent signals that your marketing teams might have missed.

Optimizes Content Strategy

Let’s face it. You don’t want to sell Eskimo ice. Irrelevant content sabotages your chances of creating a lasting relationship with your prospects. Your content should align with your customer’s needs and pain points. Thanks to machine learning, deep content personalization is possible. ML can analyze content assets on your website and send the relevant ones to a prospect at the right time based on their position in the buyer’s journey.

AI and ML Are Changing the Game for B2B Businesses

According to an O’Reilly survey commissioned by MemSQL, 71% of executives said that ML and AI are game-changers for their business. B2B decision-makers are investing their resources in exploring the advantages of AI and ML in-depth. They are keen to implement AI systems and ML-based solutions to eliminate human errors, continuously analyze vast amounts of raw data, and harness structured solutions to problems they face in executing their business processes.

VMWare Uses Acrolinx to Streamline Content Program

AI-enabled content solution Acrolinx offered VMWare real-time dashboards on the results of its content activity. The qualitative report helped VMWare focus its resources on making its content better so that it could get more conversions.

Closing Thoughts

“AI will increasingly determine which firms win and which firms lose.” - Phil Clement, former CMO of Aon.

“AI will increasingly determine which firms win and which firms lose.” - Phil Clement, former CMO of Aon. AI and ML can significantly impact business operations and marketing campaigns in the B2B domain. To have a competitive edge in the market, understanding their importance and figuring out where and how to use their power will no longer be a choice but a necessity.

Spotlight

Shift Paradigm

Shift Paradigm, a consultancy that executes like an agency, represents an end-to-end shift in the way organizations align around growth. After pioneering the email marketing and marketing automation movements by helping thousands of organizations implement marketing technology platforms, we know that technology alone can't get your business growing. Usually, it takes a paradigm shift to grow. We're built specifically to solve the invisible problems that hurt revenue performance and help organizations align from top-to-bottom around growth. By breaking down the typical silos of technology and strategy, we collaborate with clients to increase revenues, align teams, and engage your best customers. As a result, we're shifting the traditional paradigms of sales and marketing, for the better. For more information, visit us at shiftparadigm.com or email us at go@shiftparadigm.com

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Our intent data and martech platforms are powered by data from an owned and operated ecosystem of global editorial brands, awards, and events, all engineered and integrated to drive marketing campaigns for technology companies. Foundry is dedicated to generating and innovating with data, driving demand for technology marketers with 38 offices in global markets. Foundry is a wholly owned subsidiary of International Data Group, Inc. (IDG), the world’s leading tech media, data, research, and marketing services company. To learn more about Foundry, visit www.foundryco.com.

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