Let’s Talk About AI in B2B Marketing — Minus the Hype

We need to talk about AI. Not the glossy, “next-gen” kind you see in vendor decks and flooding your inbox with promises of effortless pipeline growth. That version is exhausting and honestly, it’s making it harder to spot what is actually useful.

So we hosted a real conversation at pharosIQ.  — Katrina Gonzalez led the discussion with Ben Luck (Chief Data Scientist) and Michael McGoldrick (Global VP of Marketing) on using AI and intent data without getting burned. 

Here’s what stood out: 

1. Bad Data = Bad AI. 

Ben said it best: “You can’t make good predictions with bad inputs.” If your AI is running on outdated, third-party data, you're not targeting - you’re guessing. Bad data makes your AI blind.
 
First-party data is cleaner, fresher, and far more predictive. That’s what gives AI the juice to spot who’s actually in-market. 
 
👉 Here’s a deeper dive into why first-party data is your best weapon  

2. Watch out for AI-washing

It’s rules dressed up as rocket science.  

Michael called this out hard — and he’s right. Too many vendors are just slapping “AI” on basic automation and hoping you won’t ask questions. If a platform can’t tell you how its models are trained or what data it learns from, chances are it’s not real AI. 
 
Even Harvard Business Review warns that AI hype can distract companies from real machine learning applications. 

3. Budgets are shrinking. Buying committees are growing.

Which means... your targeting must get smarter. You don’t have the luxury of broad, generic campaigns anymore. You need relevance. Precision. Confidence that you’re putting dollars behind the right accounts. 
 
That’s where AI and behavioral intent data work best — but only when the data is real, and the model learns in real time. 
 
👉 See how smarter intent targeting helped one enterprise team 2x their pipeline. 

So, what now? 

If you’re trying to figure out what to actually do with AI (and not just talk about it), start here: 
- Use first-party data — it’s your most valuable asset 
- Ask your vendors real questions about how their AI works 
- Ignore the buzzwords. Look for results. 

Final Thoughts

AI isn’t the silver bullet — but it can give you a serious edge if you stay sharp. The marketers winning right now aren’t chasing hype. They ask sharper questions, read clearer signals and use AI to scale what works. 
 
That’s where we’re focused at pharosIQ: fewer assumptions, smarter execution, and real outcomes. 
 
Because in a world full of noise, clarity is your best competitive advantage.