The seventh wave of AI is redefining CRM and data strategy

Artificial intelligence is not just another improvement: it is, in the words of George Colony, CEO of Forrester, the seventh wave of transformation that will redefine the technology sector. This change directly affects CRM, analytics, and marketing automation, forcing companies to adapt or be left behind.File:George Colony in 2011.jpg

What is the seventh wave of AI?

The seventh wave, as Colony explains, represents a revolution of scale comparable to the arrival of PCs, the internet, or the cloud. It is characterized by:

  • Generative AI: creates text, code, images, and content.
  • Agent AI: autonomous systems capable of acting in complex environments.

This combination ushers in a new era of technology platforms designed from the ground up to be powered by artificial intelligence.

How this wave will directly affect CRM systems

Traditional CRM systems, designed to record data, are being surpassed by intelligent platforms that understand and automate business decisions. Colony points to three key transformations:

1. Code becomes drastically cheaper thanks to AI

With AI-powered low-code/no-code platforms, companies can build functionalities without relying on extensive technical teams. This directly impacts the costs and implementation times of personalized CRMs.

2. A new category of AI-Native CRM is born

It's no longer about adding AI to a traditional CRM, but about using solutions built on AI-first architectures. These solutions are designed to learn and adapt to business processes from the outset, allowing for scalable and dynamic personalization.

3. Functional intelligence replaces manual configuration

Instead of manually designing flows, campaigns, or lead scores, AI systems detect patterns, optimize decisions, and execute actions automatically, based on context.

Why advanced analytics and automation are key in this wave

Colony warns that the role of analytics changes radically: it is no longer support, but an engine of action. This has three practical implications for B2B companies:

1. From descriptive analytics to actionable decisions

Predictive analytics, when integrated into CRM with AI, not only interprets data but also recommends and executes actions. This accelerates the decision-making cycle in marketing and sales.

2. Contextualized automation with real-time data

Intelligent agents act as automation engines that react to customer behavior in real-time, adjusting emails, sales paths, and campaigns without human intervention.

3. Continuous improvement without technical intervention

Systems evolve automatically based on data and results, generating a continuous learning effect that optimizes processes without relying on recurrent configurations.

Technology infrastructure changes driven by AI

Colony also predicts that technology infrastructure will undergo a complete shift:

  • 8–10% annual increase in AI hardware investment, especially in GPUs, necessary for processing advanced models.
  • 5–6% annual increase in technology services, driven by the migration to cloud and AI-native platforms.

Companies looking to take advantage of this wave will need to review their technology stack: from CRM and analytics to data and processing infrastructure.

Strategies being followed by major market players

According to Forrester, leading technology companies are adopting four strategies to defend their territory against the advance of AI:

  • Buying AI startups to quickly integrate them into their offering.
  • Blocking competition with exclusive alliances and aggressive pricing.
  • Pretending their systems are “AI ready” when they are not truly so.
  • Linking legacy solutions with AI layers, instead of restructuring from scratch.

Colony calls this “layered AI,” and warns that companies must develop criteria to distinguish between real integrations and superficial marketing.

Practical recommendations for CIOs and CMOs

Colony proposes a clear roadmap for IT, marketing, and sales leaders who want to successfully navigate this new technology wave:

1. Conduct an audit to detect “fake AI” in your current systems

Many CRM and automation solutions are promoted as AI-ready, but in reality, they only have superficial layers. An architecture audit will help you identify real areas for improvement.

2. Prepare your teams to work with AI critically and effectively

The change is not only technological but also organizational. It is key to train sales and marketing teams in AI tools, data interpretation, and intelligent automation.

3. Run CRM and analytics pilots with AI-native solutions

Start with small, measurable projects: AI-automated campaigns, predictive scoring, or intelligent dashboards that interpret lead behavior.

4. Create a 2026–2027 strategic plan focused on AI-first technologies

According to Colony, the true impact of this seventh wave will be felt in the next 24–36 months. The time to prepare your technology stack is now.

Conclusion: surfing the seventh wave with strategy, judgment, and action

The seventh wave of AI, described by George Colony, is not optional: it is inevitable. It is changing how companies design their platforms, manage customers, analyze data, and automate actions. Leaders who act with strategic vision, betting on AI-native solutions and optimizing their infrastructure, will be the ones who set the pace in their sector.

Do you want to audit your CRM and analytics stack with digital transformation experts?
At Hike&Foxter, we help you turn technological change into a competitive advantage.

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Personalized marketing at scale: what AI on your data really means

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Brands that understand this are already integrating AI into their marketing systems. Not to personalize a first name in an email, but to build unique, real-time experiences across channels, based on actual data.

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Synthetic Data: How to Turn Information into Business Value

Artificial intelligence (AI) and machine learning increasingly rely on high-quality data. However, obtaining large volumes of real-world information can be expensive, time-consuming, and, in many sectors, limited by privacy regulations. This is where synthetic data comes into play—a technology that allows the creation of artificial information with properties similar to real data, offering versatile solutions for training models, automating processes, and protecting privacy.

Although the concept may seem futuristic, synthetic data is already transforming sectors such as finance, healthcare, manufacturing, and automotive, enabling small and medium-sized enterprises (SMEs) to compete with resources comparable to those of large corporations.

What is synthetic data?

Synthetic data refers to artificially generated datasets designed to mimic the statistical characteristics and patterns of real data. It is created using statistical techniques, generative neural networks, or advanced AI models such as transformers and variational autoencoders.

Unlike real data, synthetic data can provide a balance between utility and privacy, as it does not contain identifiable information about real individuals. This makes it an ideal tool for training AI algorithms, testing systems, and generating insights without compromising security or individual rights.

Types of synthetic data

Synthetic data can be classified by format and level of synthesis:

Main formats

  • Tabular: Useful for relational databases and statistical analysis.

  • Text: Used in natural language processing (NLP) and automated content generation.

  • Multimedia: Includes images, videos, and unstructured data, essential for computer vision, object recognition, and image classification.

Level of synthesis

  • Fully synthetic: Generates completely new data without using identifiable real-world information. Ideal for training models in scenarios where original data is scarce, such as financial fraud detection.

  • Partially synthetic: Replaces only sensitive information from real data while preserving structure and patterns. Highly useful in clinical and medical research.

  • Hybrid: Combines real and artificial data, offering a balance between realism and anonymization, suitable for customer analysis or system testing.

Techniques for generating synthetic data

Various methodologies exist to create synthetic data, from traditional approaches to advanced AI-based techniques:

  • Statistical methods: Rely on the distribution and correlation of data, generating new samples through random sampling or interpolation/extrapolation, especially for time series or tabular data.

  • Generative Adversarial Networks (GANs): Consist of a generator producing data and a discriminator distinguishing real from artificial data. Iterative training allows the creation of images and datasets almost indistinguishable from real ones.

  • Transformer models: Process sequences of data through encoders and decoders, capturing complex patterns and relationships in text or tabular data, forming the basis of models like GPT.

  • Variational autoencoders (VAE): Compress input data into lower-dimensional representations and then reconstruct artificial variations, useful for images and time series.

  • Agent-based modeling: Simulates complex environments with autonomous entities interacting under defined rules, generating behavioral data applicable to transportation, epidemiology, or financial markets.

Key benefits of synthetic data

  • Customization and control: Enables the creation of datasets tailored to specific needs, improving analysis and data management.

  • Efficiency: Eliminates slow, costly collection of real data, and being pre-labeled, accelerates AI model training and process automation.

  • Data protection: Without containing identifiable information, it helps comply with privacy regulations and avoids intellectual property issues.

  • Richness and diversity: Allows inclusion of extreme cases, outliers, or underrepresented groups, enhancing coverage and model robustness.

Challenges and considerations

While synthetic data offers many advantages, careful implementation is necessary:

  • Bias: It can inherit biases from the original data. Integrating multiple sources and diversifying training sets can mitigate this.

  • Model collapse: Training a model repeatedly on only artificial data can degrade performance. Combining real and synthetic data prevents this issue.

  • Balance between accuracy and privacy: Adjusting the amount of personal data retained versus statistical fidelity is critical depending on the use case.

  • Verification: Testing and validation are required to ensure the quality and consistency of generated data.

Use cases by sector

  • Automotive: Enables training of autonomous driving systems, improved traffic simulations, and transportation optimization without relying on real incidents.

  • Finance: Used for fraud detection, risk assessment, and simulation of complex financial scenarios while protecting sensitive customer information.

  • Healthcare: In clinical trials and pharmaceutical development, synthetic data enables creation of artificial medical records, anonymized clinical datasets, or medical images for research without compromising privacy.

  • Manufacturing: Supports training of computer vision models for quality inspection and predictive maintenance using synthetic sensor data, anticipating failures and optimizing industrial processes.

How to start with synthetic data in your company

  1. Identify data needs: Determine what information is missing or hard to obtain due to legal or logistical constraints.

  2. Choose appropriate tools: Libraries and solutions such as Synthetic Data Vault or predefined IBM datasets simplify data generation.

  3. Pilot small projects: Start with a limited dataset to validate quality, usefulness, and reliability.

  4. Integrate and train models: Use synthetic data alongside real data to train AI systems and improve predictions or automations.

  5. Monitor results: Evaluate effectiveness, adjusting parameters and techniques as needed.

Conclusion

Synthetic data is a strategic tool that combines security, efficiency, and scalability. It allows companies to train AI models faster and more accurately, explore new scenarios without risk, and protect sensitive information.

For small and medium-sized enterprises, it represents a unique opportunity to compete in innovation and automation without relying solely on costly or limited real data. Adopting this technology can enhance efficiency, data protection, and AI quality, making it a fundamental ally in digital transformation.

 
 

Agentic AI: How Intelligent Automation Empowers SMEs

Artificial intelligence is no longer an exclusive resource for large corporations—it has become a key enabler of growth at any business scale. What once sounded futuristic is now within reach for startups and SMEs seeking to compete in increasingly dynamic markets. Within this landscape, one of the most promising innovations is agentic AI, a technology that doesn’t just execute commands but reasons, decides, and acts autonomously.

The term might sound technical, but the idea is simple: while traditional AI solutions work like assistants that wait for instructions, agentic AI becomes an independent collaborator that understands context, learns from experience, and makes decisions aligned with your business objectives. For a small company, this means saving time on repetitive tasks, responding better to customers, and making faster, data-driven decisions.

What agentic AI means for an SME

Automation has always been seen as a path to boosting workplace efficiency. However, it has often been limited to rigid workflow programming, chatbots with predetermined responses, or management systems that only work within fixed parameters. Agentic AI breaks that barrier: it doesn’t just obey—it interprets and adapts.

Take a simple example. A traditional chatbot answers FAQs but fails when faced with off-script requests. An AI agent, on the other hand, remembers past interactions, understands the customer’s history, and can even anticipate what that person might need. If someone repeatedly checks the price of a service, the AI doesn’t just reply—it can suggest scheduling a sales call or automatically send a personalized proposal.

The impact goes far beyond sales. Agentic AI can organize invoices, filter emails, identify inventory trends, or prioritize business opportunities. For small businesses, often operating with limited resources and lean teams, having this type of support can mean the difference between stagnation and growth.

How intelligent automation transforms operations

One of the most appealing aspects of agentic AI is its ability to operate independently, without constant human supervision. This frees teams from routine tasks and allows them to focus on higher-value, strategic activities.

Some of the most relevant benefits for SMEs include:

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  • Faster commercial processes: identification of potential customers based on behavior, lead prioritization, and automated follow-ups.

  • Real-time data analysis: instead of waiting for weekly or monthly reports, AI agents can instantly detect consumption patterns or stock issues.

  • Frictionless scalability: the technology grows with the business, adapting to demand peaks or an expanding client base without immediately hiring extra staff.

In other words, agentic AI doesn’t replace teams—it becomes a strategic partner that multiplies their capabilities.

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Real applications in small businesses

To better understand the value of agentic AI, let’s ground it in concrete scenarios:

  • Automated marketing: AI agents monitor campaigns, adjust budgets, and predict the best times to publish on social media—making every marketing dollar work harder.

  • Smart sales: if a client visits the pricing page multiple times, AI flags them as a hot lead and automatically books a meeting with a sales rep.

  • Customer support: a digital agent can handle basic questions about hours, policies, or products and escalate sensitive cases to a human team.

  • E-commerce shopping assistants: they remember customer preferences and suggest relevant products, improving the shopping experience and boosting average order value.

These applications aren’t futuristic—they already exist in accessible tools that let SMEs start small and scale gradually.

How to get started

The process of adopting agentic AI can be broken into simple phases:

  1. Identify pain points: start with time-consuming, low-value tasks like repetitive inquiries or database updates.

  2. Choose the right tools: you don’t need a massive investment. There are AI solutions designed for SMEs that integrate with existing CRMs or POS systems.

  3. Run a pilot project: begin with something manageable, such as a chatbot for FAQs. This validates results without major risks.

  4. Train the agent: outcomes depend on the quality of input data. Feed the system customer info, product details, and past interactions.

  5. Measure and improve continuously: track performance and adjust responses or workflows as the AI learns about your business.

The key is to start small, validate results, and expand functions strategically.

Common challenges and how to overcome them

Of course, every innovation comes with obstacles. The most common when implementing agentic AI in small businesses are:

  • Learning curve: it may feel complex at first. Rely on tutorials, vendor support, and gradual training.

  • Data security: a valid concern. The solution is choosing platforms that guarantee encryption, transparency, and regulatory compliance.

  • Fear of losing the human touch: automation doesn’t mean dehumanization. Use AI for repetitive tasks, reserving humans for emotional and strategic interactions.

  • Tight budgets: many SMEs worry about costs, but today there are affordable options built into CRM systems with no hidden fees or heavy upfront investments.

Each challenge has a solution, and the balance of effort versus benefit clearly favors adoption.

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A long-term growth tool

More than a trend, agentic AI represents a new paradigm in business management. For small companies, it can become a true growth driver, freeing time, reducing costs, and improving customer experience.

Its most compelling aspect is continuous learning: the more it interacts, the more precise it becomes. This means your automation investment doesn’t stagnate—it improves over time, something traditional processes rarely achieve.

The real question is no longer whether small businesses can afford to implement agentic AI, but whether they can afford not to—when automation and AI are setting the pace of the market.

Conclusion

Agentic AI is here to stay. Its ability to act independently, learn from every interaction, and adapt to market changes makes it one of the most powerful tools SMEs can adopt today.

Implementing it doesn’t require tech expertise or big budgets. All it takes is identifying repetitive tasks, launching a pilot, and letting automation do the rest.

If your goal is to enhance workplace efficiency, increase sales, and secure long-term business growth, agentic AI is the partner you’ve been waiting for. The next strategic decision for your company won’t be taken alone—you’ll take it with the help of artificial intelligence.

 

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