AI Changed the Buyer Before It Changed the Seller
Most sales tech stack overhauls optimize the seller's side. The shift is happening on the buyer's side. Five moves that improve commercial performance today and prepare you for AI-mediated buying.
AI Is Already Your Customer's Second Opinion
76% of consumers have already used AI to research a financial product. But the disruption is landing unevenly across categories, and there's a massive gap between research and transaction. New survey data on where AI sits in the channel mix and what financial services companies should do about it.
The Prototype Is the Research
Customer research captures what people want to be true about themselves, not what's true about their behavior. Concept testing was a compromise forced by the cost of building. That cost just collapsed. You can vibe code a working prototype in an afternoon. Test behavior, not stated preferences.
Your AI Strategy Is Missing the Revenue Line
Most AI strategy decks start with cost. Automate processes, deploy copilots, consolidate back-office. It's all inward-facing. The question that should be on page one: how does AI change the way your customers find you, evaluate you, and buy from you? That's where the existential risk lives.
The Three Scenarios Are Dead
Every investment memo and annual plan runs three scenarios: base, upside, downside. Three futures that feel rigorous but aren't. Stochastic simulation fixes this in principle. Now LLMs can parameterize it in practice. The full distribution of outcomes changes what you see and where you look.
The Agentic Commerce Disruption: How AI Buyers Will Reshape B2B Industrial Companies
AI agents will soon handle $15T+ in B2B purchases, threatening industrial companies' high-margin aftermarket businesses. When procurement goes autonomous, specification lock-in and relationship moats vanish. The winners will own the signal, controlling the triggers that start every transaction.
Create Value Amid Uncertainty