AI search engines have become the first stop for B2B buyers, and over a third of analysts say vendors are excluded from consideration because they're invisible to AI. This session unpacks new Spotlight proprietary data sourced from industry analysts on how generative AI is reshaping buyer shortlists, why analyst and customer voices are becoming the raw material AI cites back to buyers, and where the gap between vendor claims and customer reality is costing companies visibility. We'll walk through what's driving these shifts and the concrete moves AR and PMM teams can make to stay in the conversation with analysts and with the algorithms feeding buyers' shortlists. In this session, we'll discuss: - The gap between what vendors claim and what customers actually say. We'll show you where those gaps are most prevalent. - Why analysts aren't worried about being replaced by AI. - Steps to orchestrate your analysts, customers, and LLMs so that they compound to tell the same story.