CEOs Doubt CRO, CMO AI Savviness: Gartner Study
A recent Gartner study reveals a concerning disconnect: CEOs lack confidence in their CROs and CMOs' AI skills. Only 18% of CROs and 15% of CMOs are considered "AI-savvy" by their CEOs.
This finding comes from a Gartner survey of 456 executives worldwide. The study highlights a significant gap between CEO expectations for AI adoption and the perceived readiness of their revenue leaders.
The Revenue Impact of AI
This skills gap poses a serious threat to revenue growth. 77% of CEOs believe AI is ushering in a new business era. However, they don't trust their go-to-market leaders to navigate this transformation.
This disconnect is particularly dangerous for revenue leaders. AI is fundamentally changing how customers research, buy, and engage with businesses.
Key Findings from the Gartner Study
- Only 18% of CROs are deemed AI-savvy.
- Only 15% of CMOs are considered ready for AI transformation.
- Only 13% of Chief Sales Officers are trusted with AI execution.
Why Revenue Leaders Are Falling Behind
Many CROs and CMOs still view AI as simply advanced automation. They overlook its potential to reshape the entire revenue engine, impacting sales cycles, customer acquisition costs, revenue predictability, and customer lifetime value.
CEOs identify two main barriers to AI deployment: difficulty hiring skilled talent and an inability to calculate ROI.
The Upskilling Imperative
Gartner emphasizes the need for upskilling existing employees. Success with AI isn't just about hiring new talent. It's about equipping current teams with the necessary skills.
This means sales reps learning to leverage AI for research and personalization, marketers mastering AI-assisted content creation, and customer success managers using AI to predict churn.
Key Questions for CROs and CMOs
- Would your CEO rate you as AI-ready?
- Do you understand AI's transformative impact on customer behavior?
- Do you have a plan to upskill your revenue team?
- Can you demonstrate clear AI ROI?
The Competitive Advantage of AI Savviness
CROs and CMOs who quickly develop AI expertise will gain a significant competitive advantage. Those who cling to outdated approaches risk losing market share.
When I see folks working at the same pace as 12 months ago, I know they are going to lose. It’s tough but true.
— Jason Lemkin (@jasonlk) May 5, 2025
The Bottom Line
The Gartner study reveals a critical gap between CEO expectations and revenue leadership readiness regarding AI. Companies with AI-savvy CROs and CMOs will thrive in the new business era. Are you ready?
