🌮 The AI+ABM Inflection Point

AI Adoption ≠ Readiness. Only 19% of organizations have an AI roadmap for ABM.

Author

Davis Potter
May 06, 2025

What’s up everyone! Welcome to 🌮 Taco Tuesday, a newsletter by ForgeX.

In here we share the latest and greatest around our Account-Based GTM research, provide our perspective on trending topics, and highlight what’s new at ForgeX.

🔬 The Inflection Point for AI in ABM Has Arrived

ABM leaders aren't asking if AI will change the way we go to market, they're asking how fast their teams can adapt before they fall behind.

Last week, in partnership with Demandbase, we released our latest research report: The AI + ABM Inflection Point.

Grounded in proprietary survey data, expert interviews, and desk research, the report reveals how leading organizations are applying AI today, where adoption is headed, and what continues to prevent teams from unlocking its full potential.

📈 AI Adoption and Optimism are Surging

AI adoption in ABM is already widespread.

Our research found that 91% of organizations have adopted AI to support their Account-Based GTM efforts.

Of those, over half are spending five or more hours per week using AI-enabled tools.

Just as important, sentiment is equally strong. 86% expect AI will have a positive impact in the next 12–24 months.

However, that excitement masks a more sobering reality.

📉 Most Organizations Aren’t AI-Ready

While adoption is high and optimism runs deep, organizational readiness and maturity are lagging behind.

Only 52% of marketers are satisfied with how their organization is using AI for ABM.

Even more concerning, only 19% have a formal AI roadmap to guide implementation.

This is a striking disconnect. While adoption and optimism around AI are high, most organizations lack the readiness and maturity needed to implement it effectively.

🛠️ Top 5 Current Use Cases of AI in ABM

To understand how AI is being applied today, not just aspirationally, we examined a wide range of use cases across Account-Based GTM programs.

According to our findings, the five most commonly adopted AI use cases in Account-Based GTM programs include:

  • Copywriting – 68%

  • Research – 47%

  • Predictive analytics for account selection and/or prioritization – 46%

  • Capturing and/or analyzing buying signals – 44%

  • Asset creation and/or personalization – 43%

These use cases have one thing in common: they are largely task-based. AI is being used to accelerate individual activities within specific workflows, rather than orchestrate coordinated, cross-functional execution.

📖 Read the Full Research Report

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Have an awesome rest of the week y’all!

Davis