1、1From Autopilot to AI Co-Pilots2From Autopilot to AI Co-PilotsTABLE OF CONTENTS3Introduction5Now Is Your Opportunity to Embrace Generative AI7Todays AI Is the Least Capable Well Have9Generative AI Is a UX Revolution11AI Can Boost Efficiency in All Parts of Your Business13Take a Flywheel Approach to

2、AI Adoption15The 3 Ways to Break Out of AI Experimentation Land17Predictive AI Is the Key to Unlocking Personalized Experiences19Future AI Will Reinvent Every Team,Function,and Industry3From Autopilot to AI Co-PilotsINTRODUCTIONWhen Orville Wright took to the skies in the worlds first airplane,his h

3、ands never left the controls.Yaw,pitch,roll,and speed every movement relied on his delicate manual input.It was taxing work:Every iota of the young aviators brainpower was focused on keeping his flimsy wooden airplane safely in the air.Fast-forward a hundred years,and while todays pilots can manuall

4、y control airplanes,they dont most of the time.Automation systems,specifically autopilots,now handle more than 90%of flight time,guiding the airplane through the climb,cruise,and descent.But thats not to say pilots are without jobs instead,theyre free to focus on the bigger picture.Rather than fixat

5、ing on every little movement,modern pilots devote their time and energy to thinking about all of the outside circumstances that impact the yaw,pitch,roll,and speed of the plane.They do things like communicate with air traffic control,monitor the weather,and check fuel,position,and time.4From Autopil

6、ot to AI Co-PilotsAutopilot radically transformed the aviation industry,empowering pilots to fly more smoothly,reliably,and accurately.Now,artificial intelligence(AI)is poised to do the same for people across all roles,functions,and sectors.The launch of ChatGPT in late 2022 catalyzed both individua

7、ls and businesses interest in AI.Since then,millions of people have poured countless hours into thinking about,experimenting with,and investing in it.And its unlikely that this trend will change in the coming years:A recent IDC forecast found that,by 2027,the global AI software market is expected to

8、 reach up to$251 billion and,separately,the generative AI market is expected to grow to$55.7 billion.With this burgeoning AI market comes the rare opportunity for businesses to transform the way they work to save time with automation,simplify complex workflows,and drive better outcomes.And,given how

9、 many businesses are already investing in AI,now is the time for go-to-market(GTM)leaders to carefully consider how AI can work for them so that they and their teams can stay relevant and thrive in the future.Thats why we called on eight of the brightest AI thought leaders we know some of whom have

10、been watching the AI industry for years to share their hottest takes,best tips,and recommended roadmaps to help you get on the runway with AI.By reading this book,youll learn about the history and predicted future of AI,its risks and benefits,and how to start leveraging AI today so you can become th

11、e pilot of your industry tomorrow.A recent IDC forecast found that,by 2027,the global AI software market is expected to reach up to$251 billion and,separately,the generative AI market is expected to grow to$55.7 billion.So,please make sure your seat backs and tray tables are in their full upright po

12、sition because the AI revolution is about to take off.5From Autopilot to AI Co-PilotsNOW IS YOUR OPPORTUNITY TO EMBRACE GENERATIVE AIKatie King,CEO,AI in BusinessEveryone is a generative AI expert and every business is a generative AI leader according to LinkedIn,anyways.But when you peel back the s

13、ocial media hype,the reality is more nuanced.When assessed across the 10 dimensions of AI in Businesss Score Card for Success(such as culture,innovation,and talent)most organizations fall into the lowest two categories of AI adoption.This means that,in reality,the majority of companies are still nov

14、ices in AI or just starting to explore what AI can do for them.Rarely are they exploiting the full benefits of AI at scale.So,why is there a disconnect between hype and reality?Here,it helps to consider the Gartner Hype Cycle a graph used to assess the maturity,adoption,and implementation of new tec

15、hnologies.It charts the five hype phases that new innovations often go through,starting from a fresh idea to inflated expectations,and ultimately into productive use.6From Autopilot to AI Co-PilotsWhen the Hype Cycle is applied to generative AI,its clear where we actually stand.Ever since the launch

16、 of ChatGPT,most organizations have been in full experimentation mode,testing and trialing new tools while peoples expectations have steadily been mounting.Youve probably read the same headlines:Why 95%of Salespeople Will Be Replaced by AI Within 20 Years.Forget Freelancers ChatGPT Can Write Your Co

17、ntent.AI Chatbots Run a Software Development Company.THE TRUTH IS,GENERATIVE AI CANT DO ALL OF THAT STUFF AT LEAST NOT YET.When folks discover the limitations of AI,some will naively abandon their AI transformation programs.But for those who push through(hint:you should be one of them),the payoff wi

18、ll be immense.Because,even now,AI can do a lot.It can wipe out tedious manual work,drive predictions from complex data,and make humans faster,smarter,and more efficient.By sticking it out with AI,youll be the first to drive gains from what it has to offer.As a result,when we do reach that plateau of

19、 productivity in the Hype Cycle,youll already be leagues ahead of the competition.HARNESS AI ETHICALLY AND EFFECTIVELYHosted by Katie King,CEO,AI in BusinessWatch the Class7From Autopilot to AI Co-PilotsTODAYS AI IS THE LEAST CAPABLE WELL HAVE(AND ITS CRAZY GOOD)Paul Roetzer,Founder&CEO,Marketing AI

20、 InstituteChatGPT can pass medical,law,and business school exams.It can understand and explain a funny joke,invent brand-new languages,and write tear-jerking Shakespearean sonnets.The ChatGPT we know today is flexible,powerful,and impressive.But give it a year,and itll likely feel as antiquated as a

21、 horse-drawn cart.If that seems unrealistic,just think back to GPT-1.In the span of a few years,OpenAIs GPT went from responding in repetitive and sometimes incoherent paragraphs to writing full-on poetry.Similarly,you can literally see the same rapid evolution in Midjourneys AI.V1Released February

22、2022V4Released November 2022V2Released April 2022V5Released March 2023V3Released July 2022V5.1Released May 20238From Autopilot to AI Co-PilotsThese two examples point to the reality that AI is evolving at a breakneck pace.This is because tools like OpenAIs GPT and Midjourney were built with AI at th

23、eir core,which means they can learn from their data,adapt to it,and improve all on their own.As a result,were entering an exponential growth phase with AI.The AI products we see today are simply the foundation of what is to come.And with improvements happening fast,its important that your team is im

24、proving alongside AI otherwise,youll be stuck playing catch-up later on.Thats why you need to start planning and implementing your AI roadmap today.To do this,ask yourself:What problem is our team facing now that might be solved with AI?Where in our process can we use AI to drive more efficiency?And

25、 where will AI be able to generate the most value?Once you have identified which use cases and problem statements you want to address,create an AI roadmap that charts out how you will bring AI into your organization.Aim for a timeline of about three to six months.By creating this roadmap,you will ha

26、ve a concrete guide to help you shift your company into gear with AI.Keep in mind that you dont have to overhaul everything about your business even a little bit of AI can go a really long way in creating value.The most important part of AI adoption is to simply get started.Since the businesses that

27、 move now will be the ones to reap the biggest benefits,you dont want to wait for your industry to get smarter around you.So,get your roadmap in place and start driving progress with AI today.BOOST YOUR B2B MARKETING WITH GENERATIVE AIHosted by Paul Roetzer,Founder&CEO,Marketing AI InstituteWatch th

28、e Class9From Autopilot to AI Co-PilotsGENERATIVE AI IS A UX REVOLUTIONJam Khan,Former SVP of Product Marketing,6senseThink about the tasks that dominate your days as a revenue professional toiling over a messy first draft,picking out target accounts from an endless list,or piecing together personali

29、zed outreach from scratch.Now,think about what your day would look like if you could free up 60-70%of the time you spend on that work.Your schedule opens up.Your energy refreshes.Instead of drowning in monotonous work,you are free to focus on strategic initiatives like designing creative content or

30、having conversations with prospects.This is exactly what everyone was hyped about when generative AI first hit the mainstream.But what was truly revolutionary about the commercialization of it was that it turned the way we approach AI on its head a UX revolution.Whether its Googles search algorithm

31、or Netflixs recommendation system,AI has long felt like a magic trick that happens behind the scenes:Though we could never really tell what was happening,we trusted that we would get the outcome we wanted.However,when it comes to generative AI like ChatGPT,thats far from the case.Instead,generative

32、AI puts you in the drivers seat where you can influence,manage,and even control it.At its core,what this UX revolution means is that you cant treat generative AI like the AI that came before it.So,when it comes to how you engage with generative AI,the tools that you engage with,and how you use those

33、 capabilities on your team,you need to emphasize usefulness rather than just correctness.For that,you want to assess any generative AI you use on these three guiding principles:1.Reliability:Consider what principles are guiding the AI be it factuality,relevance,brand tone,etc.and whether the AI can

34、check itself on these principles.This will help you decide whether you find that specific tool reliable or not.10 From Autopilot to AI Co-Pilots2.Explainability:Instead of treating generative AI like a black box,make sure that the tool you use can explain its decisions to you.By focusing on tools th

35、at can do this,you will be able to prevent yourself from getting carried away by the AI and making a misinformed decision as a result.3.Steerability:To be a true UX revolution,the user should always be in charge.So,choose AI tools that will allow you to direct the generative AI to behave in a way th

36、at fits your goals.The more control that you have over the AI,the better.With generative AI,there are benefits to be had for the entire revenue team.Whether thats crafting emails for high-intent prospects,instantly providing insights into a target account,or recommending solutions that will drive up

37、 sales effectiveness,generative AI tools have the potential to save time and drive efficiency.But you will have nothing to gain unless you approach generative AI in the right way.This means always focusing on ensuring the reliability,explainability,and steerability of any generative AI tool you use

38、because that is how you will truly be able to put your team in the pilot seat.AI MYTHBUSTERSHosted by Jam Khan,Former SVP of Product Marketing,6senseWatch the Class11From Autopilot to AI Co-PilotsAI CAN BOOST EFFICIENCY IN ALL PARTS OF YOUR BUSINESSDr.Ayesha Khanna,Co-Founder&CEO,AddoWhile we throw

39、around the idea that were currently living in an“AI revolution,”its actually more accurate to say that were experiencing three concurrent AI revolutions.If youve so much as dabbled with any sort of GPT technology,then youve already experienced the first revolution:AI that makes humans more productiv

40、e.Whether its providing prompt suggestions to break your writers block or translating chat conversations in real time,these AI agents help us humans work faster,smarter,and more efficiently.The second revolution is a little more hidden:AI that makes machines more productive.For example,manufacturers

41、 use digital twins digital reconstructions of real-world equipment like jet engines to monitor the health of their equipment.By modeling wear and tear using AI,manufacturers can pinpoint when equipment does(and doesnt)need to be fixed,saving millions of dollars on unnecessary routine maintenance.12F

42、rom Autopilot to AI Co-PilotsBut its the third revolution that people tend to overlook the most and that is where AI makes AI more productive.For the most part,AI tools operate in silos.An imaging system will buzz away in one corner,a chatbot in another,and a copy generator in a third but these tool

43、s cant communicate with each other.While you can manually piece together Frankenstein-like AI systems,the results are often inefficient,unproductive,and unreliable.However,recently,its become easier to build these coordinated AI systems.By using natural language processing(NLP)to get AI tools to tal

44、k to each other,you can now chain AI tasks together so that a human can give a command to one AI assistant and then communicate it to the other AI tools behind the scenes.What might this look like in practice?Say youre a conversion specialist on a marketing team.You tell your AI agent,“Angela matche

45、s our ideal customer profile(ICP)perfectly.Wherever she goes,I want you to personalize our offerings to her.”From this command,the AI agent will coordinate with your generative AI tool to craft highly personalized copy,the social platforms AI to optimize ad targeting,and your on-site AI chatbot to p

46、ersonalize the ad landing page.While this is only a vision of whats to come,this third AI revolution is not far off in the future.Soon,AI will be able to communicate with,collaborate with,and train each other,which means that humans will be able to execute strategies more easily and efficiently.When

47、 combined with AI for humans and AI for machines,these three AI revolutions will empower you to drive better results in every corner of your business.WIN WITH AIHosted by Dr.Ayesha Khanna,Co-Founder&CEO,AddoWatch the Class13From Autopilot to AI Co-PilotsTAKE A FLYWHEEL APPROACH TO AI ADOPTIONMatt Ti

48、ppets,SVP of Product,DriftThe B2B world has already experienced dozens of disruptions:Cloud technology reimagined software delivery.Social media transformed how buyers interact with vendors.Mobile unchained buyers and sellers from their desks.And the internetwell,the internet changed everything.With

49、 each of those disruptions,the most successful adopters followed the same continuous cycle:Identify,Experiment,Implement,Repeat.This adoption flywheel is what has empowered businesses to try out new technologies,find the right use cases,and scale on what works for them.And its the same cycle that we

50、 need to follow now with AI.Currently,companies are scattered across the AI maturity spectrum:Some are still learning about what the technology can do while others are steadily expanding their use cases.No matter where you currently are in your implementation of AI though,the four steps of the flywh

51、eel can act as a guide to ensure you have the right use cases in place.Think about it as approaching AI adoption like a scientist.The first three steps of the flywheel encourage you to craft hypotheses,rigorously test them,and then make decisions based on those results.Heres a breakdown of each of t

52、hese steps in the context of AI:14From Autopilot to AI Co-Pilots1.Identify opportunities.Think of this as your exploration phase.Here,you want to look at all your business processes,products,and services to figure out where AI would fit into your business and where it would have the most impact.2.Ru

53、n experiments.Dont assume that the opportunities youve identified are the right or best ones.Instead,design and execute experiments that will test for specific outcomes to prove or disprove your hypothesis.3.Implement and scale.Once you have the results of those experiments,pick out the use cases th

54、at have had the most impact on your business.From there,simply implement and scale.BUT REMEMBER,THATS NOT WHERE THE FLYWHEEL ENDS.With AI developing at a breakneck speed,its only a matter of time before the AI tools you use now are superseded by new ones,your perfect use case is rendered imperfect,a

55、nd your outstanding results are overshadowed by those of your competitors.Never assume that what worked yesterday will work tomorrow.Thats why the last and most important step of the flywheel is to continue identifying,experimenting,and implementing AI because its the repetition of going through thi

56、s cycle that will truly make you able to succeed.CURATING SEAMLESS B2B JOURNEYS WITH DRIFTS AI ADVANTAGEHosted by Matt Tippets,SVP of Product,DriftWatch the Class15From Autopilot to AI Co-PilotsTHE 3 WAYS TO BREAK OUT OF AI EXPERIMENTATION LANDMeghan Keaney Anderson,Head of Marketing,JasperSeven out

57、 of every 10 change management initiatives fail.This is because organizations are naturally risk-averse and biased towards the status quo and the bigger an organization is,the worse it gets.As a result,even the simplest of ideas can stall out.When it comes to introducing an entirely new technology l

58、ike AI a tool that people are experimenting with at the individual level that hesitance reaches an all-time high.Thats why,to convince your company to implement AI,you need to drive strategic and cultural change.Here are three steps to do exactly that:1.Define Company-Wide Standards for AI Use While

59、 individuals have the power to decide when and how they use a new AI tool,a company cant make those decisions on the fly.Thats why you need to clearly outline standards that define how your company approaches AI.This means answering questions like:What security and privacy regulations do you want yo

60、ur AI tools to comply with?What is an acceptable(and unacceptable)AI use case?What measures will you put in place to ensure your output from the AI is up to quality?Once youve agreed on these standards,make sure that you put everything down on paper,so it can serve as a source of truth for your comp

61、any.In addition,you might want to set up an internal AI council to ensure that each teams use of AI fits those standards,while also continuing to drive literacy on new AI.With these measures in place,you can set up guardrails that ensure your organization is leveraging AI responsibly.2.Redesign Your

62、 Teams Workflows Although AI has already proven to save time for individuals everywhere,theres 16From Autopilot to AI Co-Pilotsno guarantee that it leads to better outcomes.After all,if the time you saved is reallocated to answering Slacks or scrolling LinkedIn,you wont have made much of an impact o

63、n your bottom line.Thats why,as you transition to working with AI,you should redesign your teams workflows.For instance,if your team plans to use generative AI to create and repackage content,then you want to reallocate your teams efforts towards coming up with original ideas that the AI can acceler

64、ate on.By building a workflow that integrates AI,you can ensure your human team and AI are working together to drive greater results.3.Prioritize Quality Above All Else Tools like generative AI have proven to boost a GTM teams speed and output.But with many generative AI tools relying on content in

65、the public domain,these results often miss the mark on accuracy,relevance,and value.So,as you explore and expand your companys AI use cases,prioritize the quality of your output.This might mean choosing a tool that is more grounded in your business context,using a content ingestion feature to educat

66、e the tool on your brand,or building processes that keep humans in the loop to ensure accuracy.While experimentation land is a lot of fun,the ultimate goal with AI is to drive better results.The key to moving from individual to team acceleration isnt so much technical knowledge as it is strategic ch

67、ange,and by following these three steps,you can set that change in motion,and in no time,be paving your way to successful AI transformation.BREAK OUT OF AI EXPERIMENTATION LANDHosted by Meghan Keaney Anderson,Head of Marketing,JasperWatch the Class17From Autopilot to AI Co-PilotsPREDICTIVE AI IS THE

68、 KEY TO UNLOCKING PERSONALIZED EXPERIENCESDon Simpson,CEO,Lift AIYour Netflix home page looks nothing like your friends and thats only partly due to your superior taste.For years,Netflix has used machine learning to identify the shows and movies you like,uncover patterns in your preferences,and then

69、 deliver perfect recommendation after perfect recommendation.As a result,B2C companies like Netflix have set a new bar for personalized experiences even among B2B buyers.Today,66%of B2B buyers demand seamless and personalized experiences on the same level as those in the B2C space.The problem is tha

70、t personalizing for B2B buyers tends to be a taller order than for B2C buyers.This is because most B2B buyers are anonymous,with many often being reluctant to share their information.Their buying behavior is also more complex what with the involvement of large buying committees and long approval pro

71、cesses.This makes it hard to understand what any given buyer is looking for,which in turn,makes personalization impossible.AND THAT WAS THE CASE FOR A LONG TIME UNTIL PREDICTIVE AI HIT THE SCENE.As companies like Netflix have proven,behavior doesnt lie.By finding patterns in your buyers browsing beh

72、avior,you can gauge each individual buyers intent,as well as their needs and interests.And it just so happens that AI is the ultimate pattern detector.A predictive AI tool can watch how a buyer interacts with your website what pages they visit,what content they download,or what services they check o

73、ut to then predict their intent with impressive accuracy.And thats without knowing anything else.18From Autopilot to AI Co-PilotsWith a predictive AI engine,you can just look at buyer behavior and personalize from there.For example,if someones browsing behavior suggests that theyre a high-intent mar

74、keting persona who is looking for a new marketing automation platform,you can roll out relevant case studies,send a custom message via a chatbot,or tweak the home page messaging to fit their interests.Suddenly,theyre not looking at a generic website,but rather a highly personalized landing page.In t

75、his way,predictive AI allows you to capture demand from anonymous buyers on your website,instantly segment website visitors based on their level of intent,and create targeted experiences for dream buyers.All the while,each new visitor that lands on your website helps to improve the AIs predictive mo

76、del,boost its accuracy,and give you better results.Ultimately,with predictive AI working behind the scenes,you can create a website experience that closes the gap in your conversion opportunities,brings together sales and marketing by ensuring youre handing over all the best leads,and deliver a smoo

77、ther,more enjoyable buyer experience one that will truly live up to your buyers expectations.WHERE,WHEN,AND HOW TO CAPTURE ALL OF YOUR WEBSITE DEMANDHosted by Don Simpson,CEO,Lift AIWatch the Class19From Autopilot to AI Co-PilotsFUTURE AI WILL REINVENT EVERY TEAM,FUNCTION,AND INDUSTRYDanilo McGarry,

78、Top 20 in the World for AIElite sportspeople win or lose by razor-thin margins.When Usain Bolt won his final 100m Olympic gold medal,he won by eight milliseconds just 0.8%faster than second place.B2B businesses are no different they have competitors,and theyre constantly racing to see who can come o

79、ut on top.In congested industries,even the tiniest improvement in your product or GTM strategy can quickly snowball into market domination.BUT THE FACT IS THAT AI PROMISES TO IMPROVE YOUR BUSINESS BY WAY MORE THAN JUST A SLIM MARGIN.Its no exaggeration to say that,in todays world,AI is the largest e

80、conomic opportunity.According to McKinsey,generative AI alone is estimated to have a global economic impact between$2.6 trillion and$4.4 trillion annually.Plus,this impact is expected to touch every function of a business.The same report estimates that generative AI could potentially drive a product

81、ivity lift of 4%of global functional spending in sales,10%in marketing,and 38%in customer operations.While these numbers on their own are impressive,its even more shocking to think about the impact that AI in general will have on the global economy.This is especially true when you consider what sort

82、s of AI might emerge in the near future.For instance,in the wake of generative AI,weve seen the development of narrow and super AI,which are super-specific AI systems designed to fit narrow applications in industries like medicine,logistics,and education.20 From Autopilot to AI Co-PilotsWith all of

83、the developments we see in AI today,coupled with its estimated impact on the global economy,its clear to see that AI can change and is already changing how B2B businesses think,operate,and sell.What this means is that the companies who implement AI first will be the ones who,in the future,will be ab

84、le to compete on price,speed,and accuracy.However right now,many companies are still sitting back,studying their competitors,and seeing how their AI implementation will play out.But the reality is that you need to be the one your competitors are watching.Like Usain Bolt who won gold by being 1%faste

85、r,you too need to act now to get ahead of the competition.So,if youre a GTM leader,invest in education and training about AI for your team.Encourage them to be curious about AI tools and systems.And give them the skills they need to put AI to effective use.Because that is how you will be able to win

86、 the AI race.AI EVERYWHEREHosted by Danilo McGarry,Top 20 in the World for AIWatch the Class21From Autopilot to AI Co-PilotsTAKE OFF WITH YOUR AI CO-PILOTAutopilot started as a way to solve the taxing and routine work required to fly an airplane.Over the years,through countless iterations and innova

87、tions,autopilot became what it is today a must-have for every airplane flying in high-traffic airspace.Thats precisely where AI is headed soon.While right now AI still feels like a novelty,its soon going to be everywhere.From software and sales to finance and food service,AI will change our work and

88、 reimagine our jobs.But while the opportunity is immense,its what you do now how you think about,implement,and work alongside AI that will determine whether your business stagnates or thrives.So,seize the moment.Embrace changes in your skillsets,roles,and workflows.And,above all,be ready to transfor

89、m your business with AI sitting next to you in the cockpit.WANT TO MEET YOUR CONVERSATIONAL CO-PILOT?Just like a pilot cant attend to every single detail on a flight,your human team cant engage with every single person that lands on your website.Thats where Drifts Bionic Chatbots come in.Bionic Chatbots will act as your website co-pilot by delivering dynamic experiences that automatically guide visitors to what they are looking for at any time of day.Try It Out N