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How to Become the Company on AI's Shortlist

Posted Jul 30, 2026 | Views 40
# AI Search
# Marketing
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Richa Pande
Global Head of Marketing, Industrial Print @ HP inc.

Richa Pande leads global marketing for HP’s Industrial Print organization, where she helps print service providers build stronger customer relationships and accelerate growth. She brings deep expertise in account based marketing, customer experience, and data driven go to market strategy. Before joining HP, Richa held senior marketing roles across technology, equipment, and sustainability focused industries. She is known for her customer backward approach, her partnership with sales, and her ability to turn customer insight into measurable business results.

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SUMMARY

In this session, marketing leader Richa Pande walked print service providers (PSPs) through how AI is reshaping buyer behavior and why becoming the company AI recommends first is now a critical growth advantage. Drawing on her work advising the industry on AI visibility, she made the case that buyers increasingly research and shortlist suppliers through tools like ChatGPT, Perplexity, and Claude—often before ever contacting a sales rep—citing that roughly 94% of B2B buyers now use AI in their purchasing process, with AI-first research having doubled in a single year.

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