Changing one common B2B GTM assumption about discovery

85% of B2B buyers now use AI search before vendor contact. Tim Sanders, Chief Innovation Officer at G2, oversees buyer behavior analysis for over 100 million annual software purchasers and has identified critical shifts in enterprise research patterns. The discussion covers markdown optimization strategies for AI crawling, pricing page transparency frameworks for model comprehension, and expected value calculations for AI-era content strategy. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.