B2B buyers have entered 2026 with enough AI experience to have developed a healthy skepticism about it. As CIOs, we see it firsthand: buyers are no longer wowed by AI hype. They want clarity and transparency. From model functionality and training data to privacy, customers are peppering our teams with in-depth questions. The trouble is, most vendors aren’t ready with good answers. This AI information gap is eroding trust at exactly the moment when we need to earn it. As CIO of a tech company on the frontlines, I’ve learned that closing this gap is firmly part of our job description. Generative AI may be the hottest buzzword in boardrooms, but on the ground, buyers are uneasy. In the 6sense 2025 Buyer Experience Report, 58% of B2B buyers said uncertainty about how AI was implemented in vendors’ solutions caused them to engage sales teams earlier than usual.

Full opinion : The AI information gap and the CIO’s mandate for transparency.