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Gartner’s 13 ways GenAI is improving B2B Sales is the roadmap every business needs

Gartner's 13 ways GenAI is improving B2B Sales is the roadmap every business needs

Generative AI (GenAI) ‘s potential for streamlining the most time-consuming processes in B2B sales is just getting started. As businesses increasingly rely on AI to enhance efficiency, automate routine tasks, and personalize customer engagement, GenAI is set to become a critical differentiator in the race for B2B sales and market leadership.

  • B2B sales organizations using GenAI-embedded sales technologies will reduce the time they spend prospecting and preparing for customer meetings by over 50% within two years.
  • Conversational interfaces based on GenAI will gain momentum and further revolutionize B2B selling. In 2028, they will be the driving force behind up to 60% of B2B sales interactions, up from less than 5% in 2023.
  • Centralized GenAI operations teams are also on the way, championed by Chief Revenue Officers (CROs). These teams will focus on integrating AI-driven strategies into sales and revenue operations. 35% of CROs will have GenAI operations teams online and incorporated into their companies’ strategic planning process by 2025.

The goal: find the most likely wins for GenAI in B2B Sales

Gartner’s recent report, 13 Generative AI Use Cases for B2B Sales, provides an analysis of where GenAI is helping improve B2B sales now and in the future.

“Generative artificial intelligence (GenAI) is reshaping the sales technology landscape, offering innovative solutions in areas such as prospecting, sales analytics, forecasting, and sales enablement. Tools infused with GenAI capabilities are embedded in use cases across the sales function, supporting key priorities such as revenue growth, GTM, cost optimization, and risk mitigation,” write the authors of Gartner’s study.

In defining and ranking the most valuable use cases of GenAI in B2B sales, Gartner examined where the technology is being most effectively applied to improve sales operations, increase seller productivity, and fuel future transformation.

The following multidimensional grid defines the use cases by value and feasibility.

Source: Generative AI Use Cases for B2B Sales, Gartner, Inc.

Gartner evaluated each use case for GenAI in B2B sales by scoring them on two key factors: business value and feasibility. The figure below shows the breakout of value and feasibility factors Gartner has used as a framework to rank the 13 use cases: “While we’ve defined the dimensions of value and feasibility according to our research criteria, companies are encouraged to customize these parameters to align with their own business needs,” the report states.

Source: Gartner, Inc. (2024) Generative AI Use Cases for B2B Sales

Mapping GenAI Use Cases Across Business Functions

Gartner also provides a GenAI use-case pipeline as part of their analysis to graphically explain how the 13 AI-driven strategies or use cases are distributed across business functions, including marketing, sales, and customer success.

The goal is to help organizations identify and take action on the use cases that will deliver the most significant potential impact. Gartner advises that use cases that span multiple stages of the pipeline typically deliver greater overall business value, making them strategic targets for investment. Additionally, the pipeline acts as a guide to identifying the relevant stakeholders within the organization, enabling more focused discussions and alignment on AI implementation priorities.

Source: Gartner, Generative AI Use Cases for B2B Sales.

GenAI is redefining the future of B2B Sales

Within the next three years, GenAI will emerge as one of the main factors that differentiate the most efficient and financially successful B2B sales organizations. With CROs creating operations teams to scale AI improvements across every phase of the sales process and sales teams using AI to automate reporting and manually-intensive tasks, GenAI is supposed to revamp the time-consuming work that gets in the way of selling.

Gartner’s analysis highlights that AI-driven strategies will soon dominate, with significant gains in efficiency and customer engagement. The message is clear: for sales organizations looking to stay ahead, embracing GenAI is not optional—it’s essential. Those who act now will position themselves as leaders in the evolving world of B2B sales, while those who hesitate risk being left behind.

 

Top ten insights CEOs need to know about GenAI going into 2025

Top ten insights CEOs need to know about GenAI going into 2025

CEOs and C-level executives, including line-of-business leaders managing enterprises, no longer have time for AI hype—they need actionable plans that deliver measurable results.

Every CEO I know has a Gen AI tech trends deck ready for board meetings. They’re all impatient for results.

Gartner’s 2024 Generative AI Planning Survey, published yesterday, reflects how impatient CEOs and their teams are gaining traction with GenAI pilots and AI initiatives. The survey involved 822 business executives from North America, Europe, and Asia/Pacific across eight corporate functions.

Key insights from the GenAI planning survey include the following:

  • 11.3% to 19.7% cost savings are expected from GenAI, with the lowest in finance and highest in marketing and HR, as predicted by CEOs and C-level leaders.

  • 87% of CEOs/C-suite are driving GenAI adoption in areas like sales and finance, pushing top-down initiatives for implementation.

  • Legal departments: 26% rolling out GenAI for contract review in 6 months; already widely used for legal research and analysis.

  • 19.7% cost savings in marketing driven by GenAI, making it the most impacted department for efficiency gains.

  • 28% of leaders cite technical challenges as the top barrier to GenAI implementation, followed by talent acquisition (26%) and costs (24%).

  • 69% of GenAI-advanced companies focus on upskilling staff, while 64% are creating new AI-specific roles to meet talent needs.

Cutting through the hype: What CEOs need to know about GenAI going into next year

Rhetoric into results is the new mantra of the C-suite going into 2025.

That’s especially the case with GenAI.

Board members are worried they’re about to get lapped or, worse, see their companies become gradually irrelevant by competitors who are more focused on making GenAI pay than they are. The greater the acuity and insight of how to turn GenAI into a competitive strength, the greater the speed at which an enterprise executes and gets solid results. Speed isn’t optional anymore, it’s table stakes to compete.

Just as every business needs to keep challenging itself to find new paths to reinvent itself to make AI a competitive strength, the same holds for working professionals. There has never been a better time to double down on new skills and master AI tools, technologies, and knowledge.

The following are ten insights every CEO needs to know about GenAI going into 2025:

  • Over the next 12-18 months, GenAI will boost productivity by 22.6%, outpacing revenue growth at 15.8% and cost savings at 15.2%. While cost efficiency and revenue gains matter, the most immediate and substantial impact will be on operational efficiency. Gartner predicts that enterprises that prioritize GenAI integration will see significant increases in both workflow optimization and financial performance.

Top ten insights CEOs need to know about GenAI going into 2025

Source: Gartner’s 2024 Gartner Generative AI Planning Survey

  • 30% of leaders plan to reduce headcount by 3% to 5% in 2024 due to GenAI-driven automation, with an overall average savings of 4.6%. These reductions will primarily affect roles tied to repetitive or manual tasks as organizations seek to streamline operations. Another 18% anticipate more minor cuts of 1% to 3%, while 14% expect deeper reductions of 8% to 10%, signaling that GenAI’s impact will vary by function. Only 10% foresee no layoffs.

Top ten insights CEOs need to know about GenAI going into 2025

Source: Gartner’s 2024 Gartner Generative AI Planning Survey

  • 87% of sales teams are following CEO or C-suite directives to implement GenAI, demonstrating a top-down strategy that prioritizes AI for revenue growth and a more significant competitive advantage. Supply chain (79%) and finance (74%) also see intense executive pressure, indicating that leadership views AI as critical for optimizing operational efficiency and financial management.

Top ten insights CEOs need to know about GenAI going into 2025

Source: Gartner’s 2024 Gartner Generative AI Planning Survey

  • 84% of organizations prioritize embedding GenAI into existing applications as the top method for enabling their use cases, with 34% making it their first choice. Customizing existing models (74%) and training custom models (65%) follow, while only 59% opt for stand-alone tools. Enterprises are focusing on integrating GenAI within their current systems to drive efficiency and impact rather than relying on isolated or siloed solutions.

Top ten insights CEOs need to know about GenAI going into 2025

Source: Gartner’s 2024 Gartner Generative AI Planning Survey

  • HR leads GenAI budget allocation at 7.1%, followed closely by customer service (7.0%) and finance (6.9%). Across functions, business leaders plan to allocate 5.4% to 7.1% of their 2024 budgets to GenAI initiatives, including spending on technology licensing and employee deployment costs. Gartner observes that this shows a solid commitment to embedding GenAI across departments, with HR and customer service prioritizing it for operational efficiency and innovation.

Top ten insights CEOs need to know about GenAI going into 2025

Source: Gartner’s 2024 Gartner Generative AI Planning Survey

  • 54% of C-level executives prioritize privacy concerns as the top GenAI risk, followed closely by misuse (49%) and job displacement fears (48%). These top concerns highlight the critical need for strong governance and risk management frameworks and plans to ensure ethical, secure AI deployment. CEOs need to step up the pace on this now if they’re going to compete in this dimension of their business in 2025.

Top ten insights CEOs need to know about GenAI going into 2025

Source: Gartner’s 2024 Gartner Generative AI Planning Survey

  • According to 28% of leaders, technical implementation, talent acquisition (26%), and governance issues (25%) are the top three barriers to GenAI adoption. North America struggles more with measuring value (30%), while Europe faces higher cultural resistance (24%). These barriers highlight the need for focused strategies to overcome implementation and talent gaps across regions.

Top ten insights CEOs need to know about GenAI going into 2025
  • 32% of service-centric industries struggle with measuring value from GenAI initiatives, significantly more than asset-centric industries. The top barriers for both include the cost of running AI, technical implementation (32% each), and getting the necessary talent (28%). To excel, enterprises need to address these common challenges and tailor strategies that overcome sector-specific obstacles, including data availability (28% for service-centric industries).

Top ten insights CEOs need to know about GenAI going into 2025

Source: Gartner’s 2024 Gartner Generative AI Planning Survey

  • Customer service leads GenAI adoption with 40% using real-time speech and text translation, followed by marketing (38% with chatbots and digital humans), sales (34% with generative business intelligence), HR (29% for job descriptions and skills data), supply chain (30% for chatbots and code generation), finance (22% for coding assistance), legal/risk (17% for legal research), and procurement (18% for contract lifecycle management).

Top ten insights CEOs need to know about GenAI going into 2025

Source: Gartner’s 2024 Gartner Generative AI Planning Survey

  • 76% of mature AI organizations actively recruit additional headcount for existing roles to meet GenAI talent needs, significantly more than the 52% of less mature organizations. They also prioritize running AI literacy programs (67%) and upskilling staff with GenAI skills (67%) to ensure their workforce remains competitive. Mature organizations are also more likely to create new roles for GenAI (67%) and establish AI centers of excellence (45%), showing their commitment to both talent acquisition and long-term AI capability development.

Top ten insights CEOs need to know about GenAI going into 2025

Source: Gartner’s 2024 Gartner Generative AI Planning Survey

Top Seven Takeaways from Gartner’s 2024 CIO GenAI Survey

Top Seven Takeaways from Gartner's 2024 CIO GenAI Survey

For 87% of CIOs, generative AI (GenAI) represents more than a technological advancement—it’s a career-defining opportunity.

Gartner’s 2024 CIO Generative AI Survey finds that GenAI is gaining momentum with CIOs, with 95% believing in the technology’s significant potential to improve their organizations. A significant obstacle: a gap between CIOs and their C-suite peers — tempers their optimism.

While CIOs recognize AI’s potential to unleash productivity gains and improve customer experiences, only a fraction of the C-suite sees it as an urgent priority. Closing that gap underscores CIOs’ essential role in championing GenAI by committing to excel at learning every aspect of the new technology and how it can deliver long-term value to their organizations.

The top seven takeaways from Gartner’s survey provide CIOs with a roadmap on how to take a practical, pragmatic approach to bridge the gaps across the C-suite and help their organizations get results from their GenAI strategies.

Strategic Insights from Gartner’s 2024 CIO GenAI Survey

Gartner’s latest CIO survey on GenAI provides insights into how IT leaders can capitalize on the technology’s significant impact, from career growth and expertise development to helping CIOs achieve more support across the C-suite. Each takeaway focuses on how CIOs can leverage AI to drive success for themselves and their organizations.

Here are the survey’s seven most insightful takeaways:

  • More CIOs are starting to view GenAI as a career-enhancing opportunity. Eighty-seven percent of CIOs see GenAI as a pivotal career advancement opportunity, with 44% of those proficient in AI strongly affirming this view. GenAI’s rapid adoption in organizations is proving itself a technology capable of delivering productivity gains and is increasingly becoming a skill and expertise essential for career advancement. For CIOs leading AI initiatives, it’s not just about technology—it’s about positioning themselves as visionary leaders qualified to step into more senior positions. To maximize this opportunity, CIOs need to prioritize the development of AI strategies that demonstrate clear, measurable business outcomes. Continuous learning and certification programs are given to any IT professional, especially CIOs, who want to maintain a competitive edge and have their careers capitalize on GenAI’s growth trajectory.

Source: Key findings from the 2024 Gartner CIO generative AI survey (ID G00820936). Gartner, Inc.
  • CIOs are more focused than ever on increasing their acumen about GenAI. CIOs are rapidly becoming the in-house experts on AI, with 52% now rating themselves as proficient or advanced, up from 38% nine months ago. This growing expertise is crucial, as 67% of CIOs are tasked with leading AI initiatives, often sharing this responsibility with other C-suite members. Gartner recommends that CIOs deepen their AI knowledge further and foster a culture of AI literacy across their teams to capitalize on this trend. Providing targeted training for IT and business leaders to ensure that AI strategies are fully integrated into broader business goals is quickly becoming table stakes.

Source: Key findings from the 2024 Gartner CIO generative AI survey (ID G00820936). Gartner, Inc.
  • Disconnect between CIO optimism and C-suite prioritization. Despite 95% of CIOs believing in the potential for GenAI to deliver value, the survey reveals a disconnect with the C-suite—only 21% of CIOs who consider themselves highly knowledgeable about AI believe their C-suite sees it as a high priority. This gap suggests a need for more effective communication and strategic alignment. CIOs need to focus on translating AI’s potential into language that resonates with the C-suite. Regular briefings and ROI-focused presentations can help bridge this gap and elevate AI as a top priority for all executive leaders.

Source: Key findings from the 2024 Gartner CIO generative AI survey (ID G00820936). Gartner, Inc.
  • CIOs are leading the charge in AI implementations. CIOs are increasingly in charge of GenAI initiatives, with 48% of CIOs responding to the survey indicating that they are the main executives responsible for these initiatives. Another 28% are part of the team responsible for developing AI strategy. This central role places CIOs at the forefront of digital transformation, requiring them to be strategic leaders and hands-on practitioners. CIOs need to establish clear governance frameworks and metrics for AI initiatives to ensure success and alignment with broader organizational goals. Additionally, partnering with other C-suite members, such as the CFO and CMO, can help secure the necessary resources and support for AI projects.


Source: Key findings from the 2024 Gartner CIO generative AI survey (ID G00820936). Gartner, Inc.
  • Focus on productivity gains. GenAI is proving effective in streamlining operations and improving efficiencies organization-wide, with 74% of CIOs citing productivity as its top business value. AI also improves customer experience (49%) and helps streamline digital transformation (31%). These priorities demonstrate AI’s multifaceted role in modern businesses. Gartner recommends that CIOs integrate AI into crucial or core organizational areas, ensuring that AI initiatives align with organizational objectives and are designed to deliver measurable, scalable outcomes.


Source: Key findings from the 2024 Gartner CIO generative AI survey (ID G00820936). Gartner, Inc.
  • Concerns over AI hallucinations. Although GenAI holds great potential, there are significant risks. According to 59% of CIOs, the biggest worry is “hallucinations” or misleading or incorrect outputs. In close succession, 44% and 48% of CIOs express concern about privacy violations and false information spread by malicious attackers. These dangers highlight the importance of solid governance, ongoing oversight, and continued investments in cybersecurity. According to Gartner, CIOs need to prioritize creating AI ethics guidelines and investing in auditing tools. Gartner also notes that reducing these risks will require cultivating a culture of accountability and transparency.


Source: Key findings from the 2024 Gartner CIO generative AI survey (ID G00820936). Gartner, Inc.
  • C-Suite engagement in AI is growing but still lags. The survey shows that while C-suite engagement with AI is growing, 42% of CIOs note increased investment in understanding AI, and 53% still consider their peers novices, highlighting a critical need for further education and alignment. CIOs need to take the lead and champion targeted AI education and strategy sessions to close this gap, ensuring AI initiatives are fully supported and integrated into the organization’s strategic goals.

Conclusion

In Gartner’s 2024 CIO Generative AI Survey, GenAI is more than a technological advancement—it’s a strategic imperative for CIOs seeking business transformation and career advancement. GenAI is rapidly becoming a cornerstone of modern enterprise strategy, with 87% of CIOs seeing it as a career-enhancing tool and 95% as a business value driver.

With only 21% of CIOs seeing AI as a high priority for their executive peers, the journey is difficult. 74% of CIOs are focused on productivity gains, but the C-suite is cautious. CIOs must gain AI expertise and lead the way in aligning AI initiatives with organizational goals to mitigate risks like AI hallucinations through robust governance. CIOs can use GenAI to achieve business success and career growth by strategically navigating these dynamics to cement their role as digital visionaries.

Bibliography:

Struckman, C. (2024). Key findings from the 2024 Gartner CIO generative AI survey (ID G00820936). Gartner, Inc. https://www.gartner.com/document/820936  (Client access required).

Capgemini report finds top 10 ways enterprises are harnessing the value of GenAI

Capgemini report finds top 10 ways enterprises are harnessing the value of GenAI

 

Eighty percent of enterprises have increased their investment in GenAI over the past year, with nearly one-quarter (24%) now integrating the technology into their operations, up from just 6% in the previous year.

Capgemini Research Institute’s recent report, Harnessing the value of generative AI: 2nd edition: Top use cases across sectors, highlights enterprises’ accelerating pace of GenAI adoption and growing importance across their operations and industries.

“Generative AI is not just a technological innovation; it’s a catalyst for transformative change across multiple sectors, driving productivity gains, operational efficiency, and strategic shifts in business models,” write the report’s authors. Enterprise leaders’ sentiment underscores the increasing recognition of GenAI as a critical technology for staying competitive in an increasingly turbulent economic environment.

According to the report, GenAI’s rapid adoption across IT and marketing indicates that companies are actively integrating it into their core operations to drive tangible, measurable benefits. Capgemini’s findings highlight the need for a strong data governance framework, strategic talent development, and vigilant cybersecurity to maximize GenAI’s potential as companies scale their initiatives.

How enterprises are maximizing GenAI’s value

Capgemini found ten key ways enterprises are positioning themselves to maximize GenAI’s potential. These strategies demonstrate how all companies can potentially invest in and integrate GenAI to boost growth, efficiency, and innovation across departments and industries.

Investment surge reflects growing confidence in GenAI. 89% of large businesses with annual revenues over $20 billion are leading this investment surge, highlighting GenAI’s significance for future growth. Additionally, 73% of companies with revenues between $1 billion and $5 billion have significantly increased their GenAI budgets, showing that this trend is not limited to the largest companies. This investment trend indicates that many companies believe GenAI can drive enterprise evolution and deliver substantial returns, with many expecting double-digit productivity and customer engagement growth.

Capgemini report finds top 10 ways enterprises are harnessing the value of GenAI

GenAI maturity grows steadily across industries. GenAI implementations have continued to mature across industry sectors over the past year. Up from 6% in 2023, 18% of organizations will fully integrate GenAI into most or all functions in 2024. With 64% and 53% of companies enabling GenAI, high-tech and financial services lead. Retail grew 17%–40% and industrial manufacturing 14%–35%. With 53% and 47% of telecom and energy/utilities adopting GenAI, respectively, progress has been made.

Capgemini report finds top 10 ways enterprises are harnessing the value of GenAI

GenAI’s integration across organizational functions is growing. In one year, GenAI IT adoption rose from 4% to 27% across organizational functions. GenAI is improving enterprise productivity and innovation through this broad integration across sales, marketing, operations, and R&D. Capgemini also found that GenAI is transforming operations and creating value across all business areas.

Capgemini report finds top 10 ways enterprises are harnessing the value of GenAI

Productivity and customer engagement gains. Over the last year, organizations that have implemented GenAI have reported a 7.8% increase in productivity and a 6.7% increase in customer engagement. These tangible benefits demonstrate GenAI’s ability to provide real, measurable value to enterprises. Early adopters report significant improvements in key performance metrics, highlighting the strategic importance of incorporating GenAI into business operations.

Capgemini report finds top 10 ways enterprises are harnessing the value of GenAI

Small Language Models (SLM) are gaining momentum. 24% of organizations have implemented SLMs, and 56% plan to do so within three years. These models are cheaper and less computationally intensive than larger AI models, so many companies are piloting and eventually moving them into production. SLMs excel in industry-specific applications, allowing businesses to harness AI’s potential without the infrastructure and resource demands of larger models. SLMs are becoming a good option for companies trying to compete in an AI-driven market as they seek efficient and scalable AI solutions.

Capgemini report finds top 10 ways enterprises are harnessing the value of GenAI

GenAI is enabling enterprises to advance from chatbots to autonomous multi-agent systems. GenAI is helping 62% of organizations upgrade from chatbots to AI agents that autonomously manage complex goals. 48% of users use multi-agent systems, where AI agents operate independently in changing environments. As businesses automate and optimize complex processes with these systems, decision-making and operational efficiency improve across industries. AI has evolved from simple user interactions to complex, agentic use cases, as shown in the image.

Capgemini report finds top 10 ways enterprises are harnessing the value of GenAI

GenAI agents are accelerating the shift to autonomous operations. GenAI agents are increasingly used in enterprise automation, with 82% of companies planning to implement them in 1–3 years. These agents are evolving from supportive tools to autonomous entities that can perform complex tasks without interaction. This shift is significant, with 71% of organizations expecting AI agents to automate workflows and 64% expecting customer service and productivity improvements. AI agents are not just efficient; they are a radical shift toward fully autonomous, AI-driven operations that will transform enterprise productivity and strategic decision-making.

Capgemini report finds top 10 ways enterprises are harnessing the value of GenAI

GenAI is forcing major business strategy shifts. 54% of companies expect GenAI to improve their strategies, up from 39% in 2023. 40% of companies are revising their business models to stay competitive as GenAI becomes more important. As GenAI becomes more important, 74% of businesses believe they must use it to grow revenue and stay ahead of the competition.

Capgemini report finds top 10 ways enterprises are harnessing the value of GenAI

Strengthening data foundations is crucial for GenAI’s success. More than 60% of companies realize GenAI’s potential depends on solid data foundations. Only 51% have documented data integration processes and 46% have AI data management policies. Even enterprises that have adopted GenAI still struggle to make the most of all their external data sources. Capgemini makes it clear that for GenAI initiatives to succeed, companies need scalable, secure data infrastructure.

Tighten AI controls or risk trust and compliance. Ethics in AI deployment is a priority for 57% of organizations, which recognize the need for control mechanisms that can flex and adapt as their business goals change. While 46% have clear AI governance frameworks, 73% agree that human oversight is necessary to validate AI-driven decisions. Without strong governance, bias, and accountability issues could counteract GenAI’s benefits, so organizations must act now.

Conclusion

With 80% of organizations increasing their investment and almost a quarter already including it in their operations, GenAI is fast changing how businesses run. This general acceptance emphasizes GenAI’s importance as a main engine of efficiency and creativity, providing real advantages in customer interaction and output.

Organizations are not only embracing GenAI as AI agents and Small Language Models (SLMs) acquire traction; they are also including GenAI in their basic strategies. Those who match GenAI with their business models, make investments in solid data foundations, and develop the knowledge required to maximize its possibilities will inherit the future. They will lead in the era of artificial intelligence by doing this, establishing new benchmarks for operational excellence and creativity.

Top Ten Insights from Forrester’s 2024 Cybersecurity Budget Benchmarks

Top Ten Insights from Forrester's 2024 Cybersecurity Budget Benchmarks

CISOs are being asked to do a lot more with less as their businesses are going all-in on new digital businesses that demand identity-based security while keeping budgets tight for securing infrastructure against attacks.

Cybersecurity budgets are, on average, just 5.7% of IT annual spending. That’s tight for many security teams. CISOs are rising to the challenge, however, and delivering revenue gains by protecting new digital businesses while keeping infrastructure safe. Achieving that is a quick way for CISOs to advance their careers.

Cybersecurity needs funding to match its business growth potential

The good news is that more CEOs and boards see cybersecurity as a business enabler. The challenge for CISOs, however, is that cybersecurity still gets funded purely for its defensive value – not its upside potential to drive growth.

Many security teams struggle to make ends meet in their budgets while still staying responsive to internal teams’ needs. Forrester’s 2024 Cybersecurity Benchmarks Global Report shows just how tight budgets can get for a CISO and their team. Project-related work and incident management are a constant balancing act for security teams, and keeping them both in check is key to staying under budget.

Top Ten Insights

Cybersecurity budgets are on the low side compared to the growing complexity of threats and risks organizations face.

That’s forcing CISOs to be selective about what they spend on and how they allocate limited resources. Add to that the average spend of $1,070 per enterprise user and $157,000 per cybersecurity employee, and cybersecurity teams have little, if any, room for inefficiencies.

The following are the top ten insights from Forrester’s latest cybersecurity benchmark report:

  • CISOs need to move out of the IT organization and report to their CEOs and board of directors to have a chance at a more realistic budget. Forrester finds that cybersecurity budgets increase when CISOs report directly to the CEO or board of directors. CISOs who can articulate the business value of cybersecurity, demonstrating how it can drive revenue and support strategic goals, are more likely to secure the necessary funding. This shift also reflects a growing recognition of cybersecurity’s strategic importance beyond mere IT operations.
  • Software will dominate cybersecurity budgets in 2024. The report reveals that 35.9% of cybersecurity budgets globally are allocated to software. This trend is particularly pronounced in large enterprises with up to 74,999 employees, where 39.4% of the budget is dedicated to software. Smaller organizations, conversely, spend a higher percentage on outsourcing services due to limited in-house capabilities, which underscores the scalability challenges smaller firms face in maintaining robust cybersecurity defenses.
Top Ten Insights from Forrester's 2024 Cybersecurity Budget Benchmarks

Source: Forrester 2024 Cybersecurity Benchmarks Global Report

  • Cybersecurity spending per user keeps climbing, reaching $1,070. This is another budget constraint CISOs have to factor into their total operations plans for a given year. Forrester notes that “the cybersecurity spend per enterprise user ranges from an average of $947 at extra-large organizations (75,000 or more users) to $1,210 at small organizations (fewer than 10,000 users).
  • Personnel costs consume 28% of the typical security budget. The report highlights that organizations are spending an average of $157,593 per cybersecurity employee. Full-time employees make up 73.5% of security teams, with the global average cost per contracted full-time equivalent (FTE) reaching $194,613. This significant expenditure on personnel underscores the critical role of skilled professionals in maintaining effective cybersecurity defenses.
Top Ten Insights from Forrester's 2024 Cybersecurity Budget Benchmarks
Source:  Forrester 2024 Cybersecurity Benchmarks Global Report
  • System Defense is the leading functional spend category in 2024. Forrester finds that 29% of functional spending is in System Defense alone. The funding levels approved for this category reflect the critical need to protect endpoints and mobile devices against increasingly sophisticated attacks. With adversaries innovating faster than enterprises can keep up, System Defense is a must-have to protect new digital businesses and infrastructure. The following graphic shows cybersecurity spending by functional domain.
Top Ten Insights from Forrester's 2024 Cybersecurity Budget Benchmarks
Source:  Forrester 2024 Cybersecurity Benchmarks Global Report
  • Identity and Access Management (IAM) takes up 21% of functional spending in the typical budget. Identity-driven attacks take many forms, from mass phishing to whale phishing, where senior executives of a company are targeted with tailored campaigns IAM also enhances operational efficiency and fraud reduction, making it a strategic investment for many organizations. Its broad applicability across both internal and customer-facing applications drives its substantial share of the cybersecurity budget.
  • Security analytics and incident handling reach 13% and 14%, respectively. Forrester notes that each of these separate services accounts for a relatively low percentage of the overall cybersecurity budget. Still, most organizations combine spending on these two categories into “detection and response.” Both areas combined equal 26% of the overall security budget, on average.
  • Getting compliance and governance right is a growing concern for many CISOs who are willing to spend their budget to stay in good standing with the SEC. The Security and Exchange Commission’s Cybersecurity Risk Management, Strategy, Governance, and Incident Disclosure adopted on July 26, 2023. The rules adopted by the SEC define a standardized process for cybersecurity disclosures for public companies. These rules require companies to disclose material cybersecurity incidents on Form 8-K or Form 6-K within four business days of determining the incident’s materiality. Additionally, companies must include cybersecurity risk management, strategy, and governance information in their annual reports (Forms 10-K and 20-F). The rules also mandate the use of Inline XBRL for tagging these disclosures.
  • Incident handling is on average, 13.5% of a global cybersecurity budget. This category is the most unpredictable, as it deals with responding to intrusions and breaches that cannot be forecasted. Spending on incident handling varies by company size, with small organizations (fewer than 10,000 employees) aligning with the global average of 13.5%. Larger organizations tend to allocate slightly less, likely due to more extensive preventative measures and diversified cybersecurity resources.
  • Privacy is core to customer trust today and gets funded, even in tough budgeting cycles. The two departments that use privacy-related solutions the most frequently are legal and marketing, which dedicate on average 12% of a cybersecurity budget to them. Forrester notes that this 12% figure is not the total privacy spend of an organization. Rather, the report says, “Data privacy spans multiple areas of the organization, including marketing and legal. Its share of the security budget doesn’t represent the total spending on privacy-related initiatives across the entire technology estate.

Balancing the scales of cybersecurity budgeting

The bottom line is that cybersecurity is a business decision and needs to be funded with that mindset. Organizations need to see the CISO role as a more board-level one so they can share their technology expertise in helping to manage risk.

It’s time for cybersecurity to be funded as a growth engine, not just one used for deterrence alone.

CISOs can balance the scales by looking for an opportunity to elevate their role to a CEO direct report and, ideally, be on the board to help guide their companies through an increasingly complex threat landscape.

GenAI and IoT security are core to Forrester’s top 10 emerging technologies in 2024

Predicting that generative AI (genAI) for visual content, genAI for language, TuringBots, and IoT security will be the four technologies that deliver the most immediate ROI in two years, Forrester’s Top 10 Emerging Technologies In 2024 reflects the urgency more businesses have for making AI pay while securing their most at-risk endpoints.

Rounding out Forrester’s ten emerging technologies are AI agents, autonomous mobility, edge intelligence, quantum security, extended reality (XR), and Zero Trust Edge (ZTE).

Forrester’s stack ranking of technologies by ROI potential

Advising clients to include ten emerging technologies on their radar and roadmap, Forrester has segmented them into short-term, medium-, and long-term groups based on their potential to deliver ROI. Three of the ten emerging technologies are cybersecurity related.

Technologies predicted to deliver the most significant ROI over the next two years

GenAI for visual content and language. Given how quickly genAI’s adoption is accelerating across enterprises via a myriad of cloud-based apps and tools, especially in marketing, digital design, and communications, it’s clear why Forrester predicted that genAI for visual content, genAI for language have the potential to deliver ROI in two years. Forrester notes that “genAI for language is already delivering value in customer support and content creation but continues to advance at a blinding pace. It is accelerating many other technologies as it goes.”

TuringBots are predicted to accelerate app development. The report states that these AI-powered software robots “help developers build applications that deliver more than just code generation” thanks to advancements in genAI for language. TuringBots are defined as “AI-powered software that augments application development teams’ automation and semiautonomous capabilities to plan, analyze, design, code, test, deliver, and deploy while providing assistive intelligence on code, development processes, and applications.”

IoT Security to secure the proliferating number and variety of endpoint devices. Forrester defines IoT security technology as including components that are “familiar to endpoint management and security: asset management, identity and access management (IAM), data security management, Zero Trust networking, and attack surface risk management.” Forrester predicts that deploying IoT security solutions will deliver expected business value within a year as vendors increasingly offer capabilities as part of other cybersecurity platforms.

GenAI and IoT security are core to Forrester's top 10 emerging technologies in 2024

Source: Forrester’s Top 10 Emerging Technologies In 2024

Emerging technologies predicted to deliver ROI in two to five years

AI agents. Forrester is seeing AI agent technology stacks include advanced deep learning techniques, including generative, predictive, and reinforcement learning, that enable greater context, analysis, strategy, and planning. Forrester believes their full realization is two to five years away, predicting that “organizations with large amounts of information and sizable human workforces will likely see the biggest and most immediate benefits.”

Autonomous mobility. Manufacturing and logistics are two industries shifting workloads from initial pilots into production, according to Forrester. Both industries are facing continued labor shortages, regulatory pressures, and rising costs and see the potential to improve traffic and supply chain management results. Key benefits include greater operational efficiencies across shop floors, improved regulatory compliance, enhanced worker productivity and safety, and more accurate data to track environmental sustainability efforts.

Edge intelligence. Edge intelligence, according to Forrester, is “the ability to collect data, make assumptions based on that data, and link that data to relevant, distributed, orchestrated, and contextually driven responses in a network of application, device, and communication ecosystems.” The report further defines the tech stack for edge intelligence as including streaming analytics, edge ML, federated ML, and real-time data management on intelligent devices and edge servers.

Quantum security. Reducing the risk of “harvest now, decrypt later” quantum attacks, providing increased cryptographic agility for the future, and improving digital signatures are a few of the many benefits quantum security delivers. Asymmetric and symmetric key generation, symmetric key distribution via QKD, digital signatures and certificate management, and keeping an accurate list of cryptographic algorithms are some of the most common uses. These benefits and use cases form the basis of Forrestter’s assigning quantum security into the mid-segment of their stack ranking.

GenAI and IoT security are core to Forrester's top 10 emerging technologies in 2024

Source: Forrester’s Top 10 Emerging Technologies In 2024

Emerging technologies predicted to deliver ROI in over five years

Extended reality (XR). Forrester defines XR as “a technology that overlays computer imagery on a user’s field of vision, with augmented reality (AR), mixed reality, and virtual reality (VR) technologies that are supported by the same developer tools, sensors, cameras, and simulation engines.” Their report notes that only 8% of US online adults own a virtual-reality headset, and just 16% have used an augmented-reality device or app. While XR is advancing in training and onboarding, companies are resisting investing in tools like these until they see broad adoption.

Zero Trust Edge (ZTE). ZTE technology has the potential to protect remote workers, retail outlets, and branch offices with embedded local security. Highly distributed enterprises with little variation between sites are predicted to see the greatest benefit first.

Conclusion

Forrester sees security as core to any organization seeking to maximize the value and ROI of emerging technologies.

Three cybersecurity technologies, IoT security, quantum security, and zero trust edge (ZTE)—form the foundation of the ten emerging technologies. “The inclusion of these security technologies underscores a crucial point: the future belongs to those with the foresight and will to invest in security now. As AI capabilities expand, so do the potential vulnerabilities that malicious actors can exploit,” writes Brian Hopkins, vice president, emerging tech portfolio at Forrester.

Defending endpoints need to start with a zero-trust framework that enforces least privileged access and monitors everything happening on the network while also enabling microsegmentation to reduce the blast radius of a potential cyberattack. Relying on legacy account and identity and access management (IAM) systems that assume trust across systems and within identity management data structures is a breach waiting to happen.

Forrester’s top ten emerging technologies show a progression from already having significant use cases and adoption to newer technologies that are nascent in the market. All share a common characteristic with security, however. As technologies get more complex and remain unproven, security technologies need to step up the use of new technologies to counter threats. Quantum security and zero trust edge correspond with the direction of the ten emerging technologies. They reflect the need to keep improving security to protect the best ROI possible with new technologies on the horizon.

Forrester’s top ten trends defining identity and access management in 2024

Stolen identity and privileged access credentials now account for 61% of all data breaches. This figure continues to increase as nation-state attackers, cybercrime groups, and rogue attackers integrate AI into their attack tradecraft.

Adversarial AI is taking aim at identities

 80% or more of breach attempts aim first at identities and the systems that manage them. CrowdStrike’s 2024 Global Threat Report found that identity-based and social engineering attacks are reaching a new level of intensity. CrowdStrike found that attackers are using AI to launch advanced phishing attacks to impersonate legitimate users and infiltrate secure accounts. Attackers have long sought account credentials, but in 2023, their goals centered on authentication tools and systems, including API keys and OTPs.

“What we’re seeing is that the threat actors have really been focused on identity, taking a legitimate identity. logging in as a legitimate user. And then laying low, staying under the radar by living off the land by using legitimate tools,” Adam Meyers, senior vice president counter adversary operations at CrowdStrike, told VentureBeat in an interview early this year. Two of the most infamous Russian nation-state attackers, Fancy Bear and Cozy Bear, led these efforts, with the former exploiting a Microsoft Outlook vulnerability (CVE-2023-23397) for unauthorized server access.

Top ten trends defining identity and access management (IAM) in 2024

Forrester’s recent report, The Top Trends Shaping Identity And Access Management In 2024, provides an insightful view into the future of Identity and Access Management (IAM) and Privileged Identity Management (PIM). The report predicts that threat detection and remediation will improve with the help of A.I. Forrester also predicts that FIDO passkey authentication will go mainstream. In contrast, biometric authentication will slow down due to concerns regarding deepfakes.

Leading IAM providers include AWS Identity and Access Management, CrowdStrike, Delinea, Cradlepoint, ForgeRock, Ivanti, Google Cloud Identity, IBM Cloud Identity, Microsoft Azure Active Directory, Palo Alto Networks, and Zscaler.

Here is a summary of the top ten trends Forrester believes will shape IAM in 2024:

Trend 1: AI Will Improve Identity-Based Threat Detection and Remediation. Generative AI (genAI) is helping to redefine the future of IAM by improving outlier behavior analysis, increasing alerts’ accuracy, and streamlining administrative tasks while guarding against new threats.

98% of security professionals believe AI and machine learning (ML) will be beneficial in fighting identity-based breaches and see it as a pivotal technology in unifying their many identity frameworks. The majority, 63%, predict AI’s leading use case will be greater accuracy in identifying outlier behavior. 56% believe AI will help improve the accuracy of alerts, and 52% believe AI will help streamline administrative tasks.

Forrester asserts that AI will help short-staffed security teams triage alerts and automate time-consuming, mundane aspects of their jobs. Forrester also envisions genAI being used to query, “Which five applications are the riskiest from an identity entitlement perspective?” CrowdStrike announced at RSAC 2024 that Charlotte AI, CrowdStrike’s Generative AI security analyst, can automatically correlate all related contexts into a single incident and generate an LLM-powered incident summary for security analysts.

Trend 2: IAM Platforms Face Increased Scrutiny Of Their Underlying Security. High-profile breaches that began with impersonation leading to identity theft, including MGM and Okta, reflect how social engineering can still bypass IAM safeguards. CISOs are pushing back on their IAM vendors to improve operational processes and security practices and prioritize security for cloud-based SaaS applications and multi-cloud configurations. Forrester writes that their clients running IAM systems expect their vendors to comply with standards like SOC 2, FedRAMP, ISO 27002, and PCI. CISOs and security teams are also asking to vet a vendor’s workforce, including both employees and contractors and understand how the vendor communicates about and addresses security issues.

Forrester’s advice to security and risk management professionals is to “Demand multifactor authentication for all workforce business and admin users, without exception. Prioritize IAM vendors that embrace secure-by-design and secure-by-default principles and value continuous two-way customer engagement to improve their overall cybersecurity posture.”

Trend 3: IAM And Non-IAM Vendors Respond To Identity-Centric Threats. More CISOs and their security teams are taking a zero trust mindset to breaches. They see them as inevitable, and as part of their zero trust frameworks, they’re looking to shut down lateral movement after an intrusion. Forrester observes that “both IAM vendors and non-IAM cybersecurity vendors keep making advances in identity threat detection and response (ITDR). As a result of organic development and acquisitions, ITDR capabilities are being incorporated in platforms from privileged identity management (PIM) vendors like ARCON, BeyondTrust, CyberArk, and Delinea, as well as XDR vendors, such as Cisco, CrowdStrike, Proofpoint, and SentinelOne.”

Trend 4: FIDO Passkey Authentication Goes Mainstream For Workforce And B2C Uses. Forrester notes that a large number of customer-facing sites, including H&R Block, PayPal, and Verizon, are moving to passwordless authentication. At the same time, smaller financial institutions like coinbase.com offer optional fast identity online (FIDO) Authentication and FIDO passkey-based authentication. The research firm expects 30% of B2C websites and apps to offer FIDO passkeys by the end of 2024.

Trend 5: Biometric Adoption Slows Due To Concerns Around Deepfakes. Despite biometric authentication being a security standard on smartphones, CISOs and consumers alike are becoming more concerned about deepfakes. Designing liveness detection and other advanced features for facial and fingerprint recognition systems reduces the threat of spoofing generated by deepfake technology.

As multiple breach attempts have proven, voice biometrics are more susceptible to attack. Forrester notes that in response, the FTC set a Voice Cloning Challenge to “encourage the development of multidisciplinary solutions—from products to procedures—aimed at protecting consumers from artificial intelligence-enabled voice cloning harms, such as fraud and the broader misuse of biometric data and creative content.” Vendors will add additional deepfake detection to their solutions in 2024, resulting in a rebound in biometrics adoption in 2025.

Trend 6: IMG And PIM Vendors Expand Coverage Of Cloud Administrator Identities. Getting multicloud and hybrid cloud security right is getting more challenging and complex to achieve at scale due to configuration complexity. Forrester notes that “zero trust in the cloud starts with understanding the data access entitlements of identities like cloud infrastructure administrators, SaaS administrators, and business users.” Security and risk management professionals need to review cloud administrators’ entitlements that grant access to sensitive data assets and, when necessary, cancel them. Forrester writes, “While tools offer detection and remediation automation, they are no substitute for documented and consistent identity governance processes.”

Trend 7: Government-Issued Digital Identities Continue To Spread. Forrester believes acceptance of government-issued decentralized digital identities (DDIDs) beyond government use cases will grow in 2024. Mobile digital identities, including driver’s licenses, are now available in the US states of Arizona, California, Florida, and Iowa. Jurisdictions that have or will soon issue mobile driver’s licenses include the European Union (based on the eIDAS 2.0 approved set of standards), Estonia, Hungary, and Sweden. Nigeria and the Philippines have digital identities active today. .

Trend 8: B2B IAM Becomes A Differentiating Feature. Security teams and CISOs running them who are operating without an extended IAM ecosystem for partners like contractors, suppliers, and resellers face more severe security risks. B2B IAM involves managing joiner, mover, and leaver (JML) processes differently than internal employees. Forrester predicts that in 2024, IAM vendors will enhance platforms with features like simplified federation onboarding, verifiable credentials for ID verification, and improved access review processes for the extended enterprise.

Trend 9: Commercial and homegrown IAM Solutions Face Growing Demand For Upgrades. Maintaining on-premises IAM systems is becoming more costly and inefficient, making it more attractive to move to a cloud-based platform. Forrester is finding that the brittle, less secure nature of on-premise legacy systems also makes them more difficult to upgrade. Demand is so high for replacing legacy systems that a recent Forrester survey found that the intention to replace homegrown solutions jumped from 4% in 2022 to 18% in 2023.

Trend 10: The Fine-Grained Authorization Market Heats Up. As digital platforms and business app creation continue to proliferate, the need for dynamic and fine-grained access controls is extending beyond security. Forrester says that the IAM market is moving toward centralized and external authorization patterns because of B2B2E and B2B2C relationships and the possibility that genAI could make it easier to create and manage authorization policies.

Deloitte shares latest research into adversarial AI, ransomware in new report

Over the past year, 66% of organizations experienced at least one ransomware attack, with many suffering repeated breaches. According to Deloitte’s Annual Cyber Threat Trends report, ransomware, identity-based attacks, and sophisticated attack methods like zero-day exploits and AI-driven cyber espionage dominate a rapidly changing threat landscape.

Ransomware attackers specialize in making chaos pay

Attackers are using ransomware as a smash-and-grab strategy, often to finance other illegal operations. Cybercrime gangs, including those that are state-funded, rely on ransomware as a primary source of revenue as well.

Ransomware attackers aim to create widespread chaos across supply chains, amplifying the impact of their attacks. For example, United Healthcare paid a $22 million ransom in Bitcoin, demonstrating how greater disruption often leads to higher payouts.

“Sophisticated ransomware operators are increasingly using zero-day exploits as their initial access vector, with 36 percent of victims ransomed in this way. Valid credential compromise was the second most common entry point for ransomware attacks,” says Deloitte in the report.

“Phishing, remote attacks on public-facing infrastructure, and unauthorized remote desktop connections continue to be the primary sources of infiltration for ransomware,” writes Paul Furtado, Gartner vice president analyst, in a recent research report, How to Prepare for Ransomware Attacks.

Furtado notes that “bad actors are mining exfiltrated data to identify other potential sources of revenue,” further increasing the urgency to harden cyberdefenses against ransomware attacks. The following is a typical ransomware attack pattern as defined in the Gartner report.

Deloitte shares latest research into adversarial AI, ransomware in new report

Source: Gartner, How to Prepare for Ransomware Attacks, 16 April 2024

CrowdStrike’s threat intelligence teams regularly monitor every known ransomware variant. “RaaS kits are easy to find on the dark web, where they are advertised in the same way that goods are advertised on the legitimate web,” writes Kurt Baker in a blog post explaining RaaS. The post continues, “a RaaS kit may include 24/7 support, bundled offers, user reviews, forums, and other features identical to those offered by legitimate SaaS providers.”

The 2024 Annual Threat Assessment of the U.S. Intelligence Community found that “transnational organized criminals involved in ransomware operations are improving their attacks, extorting funds, disrupting critical services, and exposing sensitive data. Important U.S. services and critical infrastructure such as health care, schools, and manufacturing continue to experience ransomware attacks.”

Adversarial AI’s growing tradecraft

Deloitte’s research uncovered the growing use of adversarial AI for cyber espionage, finding it’s driving new forms of tradecraft in influence operations, social engineering, underground services, and collaboration.

Adversarial AI’s goal is to deliberately mislead AI and machine learning (ML) systems so they are ineffective for the use cases they’re being designed for. Adversarial AI refers to “the use of artificial intelligence techniques to manipulate or deceive AI systems. It’s like a cunning chess player who exploits the vulnerabilities of their opponent. These intelligent adversaries can bypass traditional cyber defense systems, using sophisticated algorithms and techniques to evade detection and launch targeted attacks.”

Deloitte shares latest research into adversarial AI, ransomware in new report

source: Deloitte Annual Cyber Threat Trends report

Influence operations are the most active threat vector of the three Deloitte is tracking. AI image deception and deepfake accuracy are accelerating faster than many existing detection technologies can keep up with.

Telesign’s 2024 Trust Index found just how wide the trust gap is becoming due to deep fakes and broader influence operations. 87% of Americans hold businesses accountable for digital privacy, yet only 34% trust them to use AI effectively to protect against fraud. Deepfakes and misinformation are driving a wedge of distrust between companies, the customers they serve, and citizens participating in elections this year.

Deloitte found that social engineering-based attacks are becoming more challenging to identify and stop. Nation-states are weaponizing LLMs and using genAI to improve their ability to launch large-scale social engineering attacks aimed at harvesting privileged access credentials and gaining control of thousands of identities in an enterprise at once.

The rapid growth of Voice Cloning-as-a-Service (VCaaS) tools powered by AI, which is used for vishing attacks to clone voices for financial fraud and unauthorized access, continues to defy easy detection. Cybercriminals and nation-state adversaries are quick to invest in new technologies that yield tradecraft that existing cybersecurity systems can’t decipher, and deepfakes are among the most undetectable today.

Preventing a ransomware attack

Start with a zero-trust mindset. Any trust-based connections in a network are a liability—a ransomware attack waiting to happen. Furtado advises, “Build and execute on a zero-trust strategy that reduces the risk of attackers abusing implicit trust in environments to achieve lateral movement, employ available exploits, and gain privilege escalation to deploy ransomware.”

Furtado’s recommendations reflect a strong zero-trust mindset that seeks to eliminate lateral movement, enforce least privilege access, and monitor all network activity while hardening identity and access management (IAM) security. In short, he’s advising having as strong of a zero-trust framework as possible in place to withstand a ransomware attack.

One of the core concepts of zero trust is to assume an attack has already penetrated the network. Furtado’s key takeaways from his recent report on ransomware include the following:

  • Have a complete preincident prevention strategy that includes workspace and endpoint protection, data protection, immutable backup, asset management, end-user awareness training, and strong identity and access management.

  • Implement a reliable asset management process to identify what needs to be protected and who is responsible, paying particular attention to legacy systems.

  • Establish a risk-based vulnerability management process that includes threat intelligence (TI) to address unpatched systems.

  • Implement both macro and micro network segmentation to minimize the blast radius of ransomware attacks.

  • Build and execute a zero-trust strategy to reduce the risk of attackers abusing implicit trust in environments.

  • Implement compliance scanning, penetration testing, and breach attack simulation (BAS) tools.

  • Remove local administrative privileges on endpoints and limit access to sensitive applications, including email, to prevent account compromise.

  • Prevent access to the command prompt and block the execution of PowerShell scripts on all user endpoints.

  • Implement strong authentication for privileged users, such as database and infrastructure administrators and service accounts, and log and monitor their activity.

Gartner’s 2024 CEO Survey Reveals AI as Top Strategic Priority

Gartner's 2024 CEO Survey Reveals AI as Top Strategic Priority

75% of CEOs used ChatGPT in the first half of 2023, with 44% incorporating it into their jobs.

Gartner’s 2024 CEO survey finds that CEOs are on board with AI to a much greater extent than previously believed. 87% of CEOs agree that AI’s benefits to their business outweigh its risks. “Digitalization, in general, and AI, in particular, will be core innovative elements in revised business strategies, as will environmental-sustainability-based growth ideas,” writes Gartner in the report.

CEOs experimenting with synthetic video

Almost a third of CEOs have considered making and using a synthetic video of themselves. Gartner notes that Estelle Brachlianoff, CEO of the European utility services company Veolia, has posted an AI-augmented video of herself on LinkedIn and X appearing to speak in multiple languages.

Driving AI adoption

CEOs who adopt new technologies immediately drive their adoption enterprise-wide because everyone immediately sees those technologies as critical to their jobs. Seasoned CEOs know the quickest way to get a new enterprise app’s adoption rate to go up is to use it themselves and demonstrate their mastery quickly. What’s happening with AI’s adoption is faster than many CEOs expected.

Key takeaways from Gartner’s 2024 CEO survey include the following:

  • Growth dominates CEO agendas, reaching a new record in Gartner’s annual survey. “CEOs’ top business priority of growth is up 25% and is at the highest level since 2014,’ writes Financial considerations increased by 25%, cost management by 11%, and customer priorities grew by 22%. The survey points towards CEOs being more focused on profitability and margins, two signs of internal process gains to reduce operating costs and improve efficiency. The survey results point to more CEOs looking at how to get greater returns from the most expensive assets their businesses operate.
75% of CEOs used ChatGPT in the first half of 2023, with 44% incorporating it into their jobs.Gartner's 2024 CEO survey finds that CEOs are on board with AI to a much greater extent than previously believed. 87% of CEOs agree that the benefits of AI to their business outweigh its risks. "Digitalization, in general, and AI, in particular, will be core innovative elements in revised business strategies, as will environmental-sustainability-based growth ideas," writes Gartner in the report. CEOs experimenting with synthetic video Almost a third of CEOs have considered making and using a synthetic video of themselves. Gartner notes that Estelle Brachlianoff, CEO of the European utility services company Veolia, has posted an AI-augmented video of herself on LinkedIn and X appearing to speak in multiple languages. Driving AI adoption CEOs who adopt new technologies immediately drive their adoption enterprise-wide because everyone immediately sees those technologies as critical to their jobs. Seasoned CEOs know the quickest way to get a new enterprise app's adoption rate to go up is to use it themselves and demonstrate their mastery quickly. What's happening with AI's adoption is faster than many CEOs expected. Key takeaways from Gartner's 2024 CEO survey include the following: • Growth dominates CEO agendas, reaching a new record in Gartner's annual survey. "CEOs' top business priority of growth is up 25% and is at the highest level since 2014,' writes Gartner. Financial considerations increased by 25%, cost management by 11%, and customer priorities grew by 22%. The survey points towards CEOs being more focused on profitability and margins, two signs of internal process gains to reduce operating costs and improve efficiency. The survey results point to more CEOs looking at how to get greater returns from the most expensive assets their businesses operate. Ceo growth 1 • CEOs mentioning AI as one of their top two technology priorities jumped from 4% in 2023 to 24% in 2024. Technology innovation also increased from 7% to 11%, and the use of digital transformation for growth increased from 9% to 11%. It's interesting to see how CEOs are focusing on how to improve, integrate, and modernize their strategic use of technology. That category jumps from 1% in 2023 to 5% in 2024. "AI is explicitly mentioned a lot more in 2024 than it was in the 2023 survey. At the same time, mentions of "digitalization" have declined significantly, and so have mentions of e-commerce and omnichannel," writes Gartner. CEO two top strategic business priorities 2 • 34% of CEOs say that the next business transformation their enterprises will pursue after digital is AI. CEO's intentions to pursue AI as their next business transformation are nearly four times greater than their interest in operations efficiency and agility. Sustainability and ESG are a distant third priority. Just 5% of CEOs say customer experience/centricity will be a priority. the theme of the next transformation after digital • 59% say AI is the technology that will most impact their industry. AI has a four-year track record of being the top category, starting in 2020, with the percentage of CEOs mentioning it ranging between 18% to 29%. Gartner mentions in the survey results that in 15 years of asking this question and comparable ones to it, there's never been a category that emerges as dominant as AI has. In the past, CEOs believed cloud and big data technologies would be the most impactful. Previous technologies have had nowhere near the extent of impact that AI does today. "Eighty-six percent of CEOs expect AI will help maintain or grow their revenue in 2024-2025, and when asked exactly how that would happen, the top answer category was an improvement to customer experience and relationships," writes Gartner. Use AI to Help Maintain or Grow Company Revenue

Source: Gartner 2024 CEO Survey — The Year of Strategy Relaunches

  • CEOs mentioning AI as one of their top two technology priorities jumped from 4% in 2023 to 24% in 2024. Technology innovation also increased from 7% to 11%, and the use of digital transformation for growth increased from 9% to 11%. It’s interesting to see how CEOs are focusing on how to improve, integrate, and modernize their strategic use of technology. That category jumps from 1% in 2023 to 5% in 2024. “AI is explicitly mentioned a lot more in 2024 than it was in the 2023 survey. At the same time, mentions of “digitalization” have declined significantly, as have mentions of e-commerce and omnichannel,” writes Gartner.
Gartner's 2024 CEO Survey Reveals AI as Top Strategic Priority

Source: Gartner 2024 CEO Survey — The Year of Strategy Relaunches

  • 34% of CEOs say that the next business transformation their enterprises will pursue after digital is AI. CEO’s intentions to pursue AI as their next business transformation are nearly four times greater than their interest in operations efficiency and agility. Sustainability and ESG are a distant third priority. Just 5% of CEOs say customer experience/centricity will be a priority.
Gartner's 2024 CEO Survey Reveals AI as Top Strategic Priority

Source: Gartner 2024 CEO Survey — The Year of Strategy Relaunches

  • 59% say AI is the technology that will most impact their industry. AI has a four-year track record of being the top category, starting in 2020, with the percentage of CEOs mentioning it ranging between 18% to 29%. Gartner mentions in the survey results that in 15 years of asking this question and comparable ones to it, there’s never been a category that emerges as dominant as AI has. In the past, CEOs believed cloud and big data technologies would be the most impactful. Previous technologies have had nowhere near the extent of impact that AI does today. “Eighty-six percent of CEOs expect AI will help maintain or grow their revenue in 2024-2025, and when asked exactly how that would happen, the top answer category was an improvement to customer experience and relationships,” writes Gartner.
Gartner's 2024 CEO Survey Reveals AI as Top Strategic Priority

Source: Gartner 2024 CEO Survey — The Year of Strategy Relaunches

BCG Shares Their Insights On What Sets GenAI’s Top Performers Apart

BCG Shares Their Insights On What Sets GenAI's Top Performers Apart

image created in DALL-E

The top 10% of enterprises have one or more GenAI applications in production at scale across their organizations. 44% of these top-performing organizations are realizing significant value from scaled predictive AI cases. 70% of top performers explicitly tailor their GenAI projects to create measurable value.

Boston Consulting Group (BCG) estimates that an organization with $20 billion in revenue can achieve gains of $500 million to $1 billion in profit using GenAI, with nearly a third of those gains coming in the first 18 months. Their recent analysis of what sets GenAI’s top performers apart, What GenAI’s Top Performers Do Differently, looks at the factors that most differentiate enterprises excelling with GenAI today.

What further differentiates these top performers from others is how they’re looking to use GenAI to redefine the functional areas of their organizations. They’re far more likely to have a solid foundation in predictive AI and four times more likely to increase their investment in AI and digital-first strategies and technologies.

Half of the enterprise leaders BCG interviewed say their organizations are testing GenAI in pilot projects today but have not achieved full-scale implementation. The remaining 40% haven’t taken any action on GenAI yet.

BCG Shares Their Insights On What Sets GenAI's Top Performers Apart

Source: Boston Consulting Group, What GenAI’s Top Performers Do Differently.

What Sets The Top 10% Apart

Two-thirds of GenAI’s top-performing enterprises aren’t digital natives like Amazon or Google but instead leaders in biopharma, energy, and insurance. BCG found that a U.S.-based energy company launched a GenAI-driven conversational platform to assist frontline technicians, increasing productivity by 7%. A biopharma company is reimagining its R&D function with GenAI and reducing drug discovery timelines by 25%.

Top GenAI performers have their greatest lead over peers across five main capabilities. These capabilities include having a clear link to business performance, modern technology infrastructure, strong data capabilities, leadership support, and a grounding in responsible AI. The steep curves shown in the graphic below suggest how these five most differentiated capabilities are essential for successful GenAI adoption at scale.

BCG Shares Their Insights On What Sets GenAI's Top Performers Apart

Source: Boston Consulting Group, What GenAI’s Top Performers Do Differently.

Key takeaways from BCG’s analysis of GenAI top performers 

Top performers excel at creating strong links between GenAI initiatives and business value. Seven in ten enterprises who are high achievers know how to build a business case for their GenAI projects and pilots. They’re focused on measuring results and quantifying value. BCG found that in a typical GenAI portfolio, 60% of the initiatives are focused on reducing costs and 40% on increasing revenue.

An all-in mindset when it comes to maintaining and growing a modern technology infrastructure. GenAI top-performing enterprises are three times more likely to already have a modular, modern IT tech stack and supporting infrastructure in place. They’re focused on being prepared to develop new, GenAI-powered services on their current and future AI models while supporting DevOps. BCG says top performers are 1.5 times more likely to focus on building the GenAI stack internally over the coming three years, underscoring their desire to make the technology a core capability for the organizations.

Are pursuing and advanced data strategy that includes unstructured data. GenAI top performers are two times more likely to have data pipelines and data management practices in place to streamline data sourcing and storage. They’re also more likely to have unstructured data expertise. BCG observes that an advanced data strategy “is a critical element of GenAI, given that models are only as strong as the data on which they’re trained.”  Organizations have found success with less mature skills in these areas, although it may take longer as they need to address infrastructure and data strategy gaps or shortcomings.

Strong leadership support for innovation, including the willingness to champion GenAI. Senior executives’ support and prioritizing an innovative culture are the most differentiating factors in defining GenAI’s high performers. Gen AI high performers who are scaling use cases are three times more likely than no-action companies to have leaders who prioritize innovation and actively support GenAI. BCG notes that these leaders often have a deep understanding of the technology’s potential impact on their industry, and they are publicly committed to ensuring that the organization capitalizes on it in new ways that generate value. “Visible support and commitment from our leadership team has been crucial, as it provided the freedom to experiment and deal with failures along the way,” said the head of data and analytics at a global media company referenced in BCG’s report.

Have responsible AI guidelines, guardrails and processes in place. Top-performing enterprises are more likely to have responsible AI frameworks, guidelines, and guardrails in place. BCG observes that a common trait top-performing enterprises have is ensuring their AI systems and workflows put humans in the loop and use only factual data. “Our research shows that leading companies are far more likely to have developed guardrails, guidelines, and policies to ensure that they follow the principles of responsible AI. In the findings, the share of scaling companies that are cautious about the potential misuse of GenAI and taking proactive measures to address these risks is 20 percentage points higher than the share of companies taking no action in this area,” write BCG’s researchers.