The New Revenue Team AI Playbook

In today’s ultra-competitive B2B landscape, Go-to-Market (GTM) has quickly become an AI-powered endeavor. According to a recent survey by Allego Software, every participating respondent indicated their revenue teams are using Generative AI (GenAI) to support Sales, Marketing, and Customer Success efforts. Of those respondents, 47% indicated AI had helped them boost their revenue outcomes, and 51% saw their sales cycles quicken and their onboarding increase pace.

This is consistent with what we are seeing at Demandbase. Over this past year, I’ve only met a few customers who indicated their company blocked access to GenAI tools. You may be interested in checking out How AI is Transforming Go-to-Market Strategies (Forbes). 

While remaining painstakingly careful about protecting our customers’ data and privacy, Demandbase has taken a strong pro-AI stance.

Demandbase’s Agentic AI: A Strategic Advantage

Our AI offerings, collectively known as Agentbase, are designed to empower B2B revenue teams with better performance outcomes. As I write this, I’m flying back from a Customer Experience team offsite, where we got an up close and personal look at the company’s very near-term AI roadmap. We’ve listened carefully to our customers and developed a steady release of assistive agents to tackle high-value tasks within the Demandbase One platform. As a former customer and current power user of our products, I am extremely proud (and a little envious) of today’s customer experience!

These agents are designed with a hierarchy, making them easily accessible without being overwhelming. For example, the AI Account Summary helps sellers build more informed account plans, and the Buying Group Setup Agents help marketers build buyer personas. Collectively, these distributed agents can be queried en masse from a top-level agent, without having to dig into the platform to find each agent’s native placement throughout the product’s interface.

We’ve long been hailed by leading brands as a centralized go-to-market source-of-truth platform. Our AI roadmap is designed to provide both motion/channel-level tactical assistance, as well as broad, executive-level strategic guidance.

More AI Thought Leadership from Demandbase

• eBook:  AI Strategies That Will Define GTM Success in 2025
• Podcasts & On-Demand Webinars
  • The Rise of Agentic AI in B2B Go-to-Market
  • AI-first Go-to-Market: The New Playbook for Sales Execution
  • The Role of Artificial Intelligence in ABM Success
• Blog Posts
  • How to Leverage AI in B2M Marketing (With Examples)
  • AI Agents for Marketing
  • AI Lead Scoring
  • AI Agents and Your GTM Strategy: Pitfalls to Avoid
  • How AI Automation Doubled Our SDR Opportunity Creation
  • 15 Best AI Tools for B2B Marketing in 2025

Transforming Revenue Team Enablement with AI

We don’t just build AI tools for our customers; we use them ourselves, with some truly amazing applications, and have engendered grass roots support to develop AI proficiency across the enterprise. Our internal teams use AI to create consistently better cross-team customer experiences. Allow me to offer some social proof of a few ways Demandbase teams are using AI:

• Training & Development: Demandbase has created a self-guided learning track called “Power Prospecting with AI,” which is available for free to all Demandbase users within our dedicated Learning Platform: Demandbase Academy. Our own sales team has taken this course and reported that it was both easy to consume and immediately changed their workflow. You may also like The Future of Sales and AI (Columbia Business School).
• Instructional Design: My team builds eLearning modules incorporating videos featuring AI presenters. These do not require reshooting live human presenters every time an update is released, which helps ensure that our support can match the rapidly evolving user experience across our platform.
• Customer Onboarding: We use AI tools like Google’s NotebookLM to analyze pre-sales call transcripts to uncover potentially overlooked pain points and challenges. This enables our account teams to proactively prioritize use cases before the official customer kickoff (the starting gun for our new “Strategy First” onboarding process). Not surprisingly, we’ve found customers respond most favorably when we show up already well-steeped in their strategy and ready to get into the fine-tuned nitty-gritty with them.
• Revenue Team Enablement: As a member of the Customer Empowerment team, I’ve been designing new AI training approaches. I’ve piloted these internally by enabling Demandbase resources, including Account Executives, Customer Success Managers, and Professional Services consultants. Results: One trainee indicated the NotebookLM training example I assembled for a single account contained three up-sell opportunities that might have otherwise gone unnoticed.

AI-powered GTM is no longer some shiny futuristic ideal—it’s the clear-and-present here and now. Demandbase is leading the charge with robust agentic AI features and functionality designed to drive measurable revenue team success. If you’re not already a Demandbase customer, I strongly encourage you to have a conversation with us about using AI to enable your revenue teams.

For more news on industry leading AI-powered solutions from Demandbase as it develops, keep a close eye on our LinkedIn page, press releases, podcasts, and our other channels.