AI Is Disrupting B2B Buyer Research: Here's What Marketers Must Do скачать в хорошем качестве

AI Is Disrupting B2B Buyer Research: Here's What Marketers Must Do

AI buyer research is fundamentally reshaping how B2B buyers evaluate vendors and solutions. In fact, 80% of tech buyers now use generative AI at least as much as Google for vendor research – that's 21 points higher than any other industry. If your brand isn't showing up in these AI responses, you're already losing deals. In this episode of Demand Decoded, Dan and Phil dive deep into how artificial intelligence is disrupting the traditional B2B buying journey. They explore the real data behind AI buyer research adoption, why the old playbook of SEO and content distribution no longer cuts it, and what this means for your go-to-market strategy. You'll learn why answer engine optimization matters, how to think about citations versus mentions in AI search, and the critical difference between demand creation and demand capture in an AI-first world. Ready to show up in AI search? Learn more about our answer engine optimisation services at blendb2b.com/aeo-services 0:00 – The stats that matter 1:12 – How AI is disrupting B2B 4:29 – The chat window takeover 8:06 – 80% of tech buyers use AI 10:47 – Content strategy for AI 14:09 – Citations vs mentions 18:19 – Our AEO framework 21:30 – Attribution problems 29:04 – Demand creation vs capture 34:28 – Why gated content fails 37:13 – AI accelerates your work 41:22 – Zero click searches 44:51 – Final thoughts