This week Gartner released its 2025 Critical Capabilities report for Sales Force Automation platforms and Pega came out on top in the B2B use case category for the fifth consecutive year. The report predicts that three-quarters of seller-buyer engagements will be digital by 2028, but warns that only a minority of organizations will master AI agents.
What Sets Pega Apart
Pega’s suite delivers AI-powered tools such as dynamic workflow design and conversational coaching agents. These features enhance sales effectiveness and shorten deal cycles at enterprise scale.
What This Means for Sales Teams
- Increased adoption of AI assistants to manage sales tasks
- Enhanced seller productivity through contextual recommendations
- Digital-first operations that scale without proportionally increasing headcount
Strategy Moving Forward
- Evaluate legacy SFA platforms for AI readiness
- Invest in Pega Coach or equivalent tools for frontline enablement
- Plan for generative AI workflows but also prioritize data quality
Risks to Manage
Poor data integration will blunt AI performance. Organizational readiness varies. Change management and training are non-negotiable.
Conclusion
Pega’s position reaffirms that AI-enabled automation is critical to the modern sales cycle. For brands aiming to lead digital engagement, action now is essential.
