By Gertrude G. Van Horn, SVP & CIO, Cien.ai

---

“Stop reporting. Start performing. Most GTM teams are saddled with dirty data, and insights stay buried in slide decks. Agentic AI gives you the ability to  take action so the next step  is already underway – but ONLY if you’ve elevated data accuracy, quality and trust!”

–  Gertrude G. Van Horn, CIO & SVP, Cien.ai

---

Are You Still Stuck At The Dashboard?

If your go-to-market (GTM) team is still making decisions off dashboards, reports, and meetings — you’re not alone. Predictive and prescriptive analytics were supposed to give you an edge, but for many, they’ve become just another reporting layer.

Recommendations get added to the To Do List. Insights die in slide decks. And execution? Waiting for resources, prioritization, approvals. All of that still happens manually — slowly, inconsistently, and often too late.

How Agentic AI Closes the Loop

Agentic AI goes beyond recommendations — it acts. It perceives, decides, and executes multi-step tasks automatically, embedding execution directly into workflow.  Agentic AI changes everything. It doesn’t just recommend what to do — it helps teams do it. Built on top of AI-ready, clean, and trusted GTM data (a pre-requisite, not a nice to have !) ,  Agentic AI bridges the gap between analysis and action.

With Agentic AI inside your GTM Practice, teams go from “What’s the next best action?” to “The next best action is already done and we’re reading results.”

Envision :

• Targeting Guidance: Reps automatically receive high-propensity accounts, refreshed weekly
• Territory & Role Alignment: Insights from GTM analysis translate into real-time account and role reassignments
• Coaching Intelligence: Managers get prescriptive micro-coaching tasks for each rep based on observed weaknesses
• Workflow Automation: Actions flow straight into CRMs like Salesforce or HubSpot — no swivel-chairing between tools

And critically, this doesn’t happen in a vacuum. Agentic AI builds trust by tying every action to a clean, validated insight — so execution is both automated and accountable.

What Success Looks Like

Consider this: A B2B company saw win rates drop from 20% to 12%, and sales cycles were bloated with low-probability deals. Using Cien.ai’s GTM Suite, the team quickly uncovered the real blockers:

• Reps were misallocating time on poor-fit accounts
• The sales org was bogged down by too many hybrid roles
• High-potential segments weren’t getting enough attention
  

Cien.ai’s models pinpointed which accounts had the highest win probability and recommended streamlined role definitions. The impact? $20 MM in new logo bookings in 2 months. Within 15 days of insight and 60 days of execution, the company reversed its decline.

But transformations  like this don’t  stop at insight. Using Agentic AI, recommendations can be automatically operationalized:

• High-propensity accounts surfaced directly to reps
• Territories realigned based on value potential
• Coaching tasks personalized and pushed to frontline managers

Execution tasks were embedded in Salesforce — no follow-up required

From Project To Profit

Cien’s B2B example isn’t just about one company’s success. Boards demand safe AI wins. CEOs need strategy. C-Suite leaders need plans.  Your reputation and impact as an executive will increasingly depend on it.

A Capgemini report reveals that organizations which have scaled Agentic AI now average $382 million in revenue gains, compared to just $76 million for those still in early stages of adoption 

This stark contrast—over 5× the revenue impact for early scalers— demonstrates that  Agentic AI isn’t a luxury or a future “nice-to-have.” It’s a critical competitive differentiator right now.

Agentic AI isn’t just a shiny new toy—it’s a revenue engine poised to transform enterprise operations. The real winners won’t be those who simply pilot models, but those who embed self-driving AI into workflows, governance, and revenue strategy.

Guidelines For Making Agentic Work

Executives today aren’t looking for more dashboards — they’re looking for tangible results from AI investments. Like any new undertaking, Target, Execute, Measure, Adjust.  

The best first step? Audit your data health — because without clean, AI-ready data, execution won’t scale.  

Based on Cien’s experience, here are a few more principles that separate the winners from the laggards:

• Educate your organization.  Everyone is impacted and interested.  Take an opportunity to be an evangelist and drive excitement.. 
• Be clear on expectations. Define what success looks like upfront — whether that’s higher pipeline conversion, faster sales cycles, or reduced operating costs.
• Start small, then scale. Begin with well-understood use cases. Early wins create credibility, which fuels momentum.
• Anchor to today’s benchmarks. Know your baseline so you can prove — and quantify — the improvement.
• Build trust step by step. Each executed action reinforces confidence in the data and the system — laying the groundwork for broader adoption and more aggressive transformation.
• Prerequisite – clean data. Agentic execution is only as strong as its foundation. Your success — and your credibility as a leader — depends on AI-ready data that is Accurate, Timely, Trusted, and Transparent.

Agentic AI is cross-functional — it demands partnership across sales, ops, IT, and finance.  RevOps leaders should partner across the C-suite and with providers who can make execution real. Collaboratively  build a transformative culture  and mindset for Agentic-AI, and unleashing execution directly into daily workflows – one step at a time.

This isn’t about dashboards. It’s about revenue growth, efficiency, and shareholder value.

Cien’s been a pioneer in Agentic AI beginning years ago in data augmentation and that technical evolution continues.   That’s what drives Cien’s proven business cases, fast ROI, and A-list clientele. The insights are powerful, the automation is trusted, and the results are real.

This is just the start. In the next 12–24 months, Agentic AI will expand from sales into marketing, finance, and operations.  At  Cien.ai, we’ll show you how real Agentic AI drives transformation.  If you’re not scaling Agentic AI, your competitors already are. 

About the Cien.ai Data Exec Series

This article is part of our Data Exec Series, inspired by our work with B2B leaders, growth consultants, and PE operating partners. These pieces focus on how to become a data-driven executive ready for the AI revolution. If you’re interested in RevOps analytics and GTM performance strategy, be sure to also check out our Growth Essentials and Practical RevOps Analytics series.