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PUBLISHER: IDC | PRODUCT CODE: 1993553
PUBLISHER: IDC | PRODUCT CODE: 1993553
Implications for Marketing and Selling AI Agents to the C-Suite
PUBLISHED:
PAGES: 9 Pages
DELIVERY TIME: 1-2 business days
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This IDC Perspective examines how technology suppliers should market and sell AI agents to the C-suite as adoption shifts from pilots to enterprisewide workflows. The document uses IDC's Agentic Innovation Framework as the primary organizing structure. It outlines the implications for messaging, sales approaches, and packaging."C-suite buyers will invest in agentic AI when vendors can clearly link use cases to measurable business outcomes and demonstrate strong autonomy controls, governance practices, and operational readiness to scale." - Tony Olvet, group VP, Worldwide C-Suite and Buyer Insights Research, IDC
Product Code: US54415826
Executive Snapshot
- Key takeaways
- Recommended actions
New Market Developments and Dynamics
- Implications for marketing and selling, mapped to the framework
- Innovation intent: Market the decision and the outcome, not the agent
- Strategic value: Sell enterprise outcomes, not a departmental tool
- Agent autonomy: A controlled design choice
- Composition modularity: Position agents as orchestrated systems
- Responsible governance: Treat trust as a board-level commitment
- Human AI collaboration: Sell the operating model and adoption plan
- Technology readiness: Provide a credible path from pilot to scale
Advice for the Technology Supplier
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- Related research
- Synopsis
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