Bernd Buchegger (AK Digital Sales) and Walter Wratschko (AK Data Protection) presented the new EU law on AI in the focus talk “AI & Data Protection” and clarified who is the author of AI works.

Why spend minutes poring over a text when artificial intelligence (AI) spits it out in seconds? Of course, the tools are a welcome help, but they can quickly lead to unpleasant side effects, as the focus talk “Artificial Intelligence & Data Protection” by the Software Internet Cluster (SIC) and the UBIT specialist group on March 5, 2024 showed. “Data that you enter into ChatGPT is used by the system for self-training. If you enter your own company data in the open version, it can be shared with other questioners. And that with far-reaching consequences,” revealed Bernd Buchegger from the “Digital Sales” working group.

Be careful, data trap!

Walter Wratschko from the “Data Protection” working group highlighted the risks of AI in terms of data protection. The frequently used tools such as ChatGPT are text generators; the written word is more important than factual accuracy. “Also pay attention to possible discrimination and bias in the results,” says Wratschko. Other pitfalls include misuse of data, lack of transparency and non-compliant use of personal data. And the latter in particular can happen quickly if, for example, you let the AI ​​evaluate an Excel file. To be on the safe side, you should pseudonymize the data before loading it into an AI tool. “So that you don’t also make the data available to the AI ​​for training, I recommend that companies use APIs instead of free accounts,” says Buchegger.

The law is intended to provide clarity

Recommendations are one thing, laws are another. The EU is now trying to create a legal framework for the use of artificial intelligence with the so-called “AI Act”. “The law will be passed in the coming months. If it comes into force, companies will have to comply with all regulations after 24 months,” said Wratschko. And what will the regulatory framework look like? Four levels of risk in AI have been defined: 1. Unacceptable risk, 2. High risk, 3. Limited risk and 4. Minimal or no risk. To reassure you – most of the AI ​​tools currently used belong to the 4th group, including spam filters, for example. The situation is different when using chatbots that fall into the “limited risk” category – here you should be aware that they are interacting with a machine so that you can make an informed decision. Wratschko appeals to common sense when dealing with AI: “Don’t be afraid of AI, but of natural stupidity and human greed!”

AI cannot be the author

The focus talk answered another, often hotly debated question: Who is the author of what the AI ​​creates? “Only a natural person can be the author,” Buchegger immediately made it clear. As the writer of the prompt for the AI, you become the author. That’s why you can freely use an image created by the AI ​​that you have defined in advance with your prompt. But be careful: Please read the license terms of the respective tool in advance! “If you are unsure about texts, don’t just copy-paste them,” says Buchegger. There is currently uncertainty regarding the labeling requirement for AI-generated content. While this applies in France and Canada, Austria is still lagging behind. Buchegger: “Some platforms such as Facebook and Instagram have required labeling of AI-generated content since February 2024. The option has existed on TikTok since 2023.”

Finally, there were practical link tips for the numerous online and in-person visitors:

• With the “WKO KI Guideline Generator”, you can generate AI guidelines tailored to your business
• With the “EU AI Act Compliance Checker” you can check the AI ​​products used in your company to see whether they function in accordance with the EU AI Act
• If you want to use a European AI tool instead of ChatGPT, Mistral is a good option: https://chat.mistral.ai

These tools uncover AI content (excerpt):

• GPTZero (https://gptzero.me)
• ai (https://originality.ai)

At the SIC Focus Talk of the Digital Sales focus group on May 14, 2024:

Experts reveal strategies to increase efficiency and retain customers through innovative techniques.

The future of sales lies in the clever combination of visual techniques, artificial intelligence and data protection-compliant solutions. This allows you to make the sales process more efficient, address customers specifically and create emotional connections. At the SIC Focus Talk led by Bernd Buchegger with numerous participants on site and online, 4 professionals provided helpful tools on how you can polish up your sales with visualizations.

Talk less, listen more

Gerald Zankl from Kickscale emphasized the importance of structure and emotionality in sales discussions. By analyzing 5,000 sales conversations with AI, it became clear that the best salespeople do not speak for more than 50 percent of the conversation time. He says: “It is extremely important to talk less and listen more. Ask targeted, open questions that make the customer think and enable a structured conversation.” The key is to arouse emotions and trigger motives that motivate the customer to buy. AI can help analyze conversation parts and automatically create follow-up emails. He has also written a book that will be raffled off among the participants.

Develop ideas together

Gisela Taschner-Carl-Hohenbalken from the University of Applied Sciences Wiener Neustadt advises simply picking up a pen when visual selling in sales discussions. By scribbling on whiteboards, salespeople and customers can develop and record ideas together, which can shorten the sales process by up to 30 percent. Studies show that 22 percent more products are sold through visual selling. She says: “When you write something down, it becomes anchored in your brain and has a strong effect on the person you are talking to.” Tools like Miro, Concepts and GoodNotes support this approach and make it easy to present even complex concepts in an understandable way.

Personalized trip

Christian Kollegger from Streamdiver offered a not very exciting thesis right at the beginning of his lecture: “Sales is on the verge of burnout.” Because more and more is being demanded, which can only be cushioned by additional staff. But many can’t afford that. That’s why he relies on interactive videos that can make the sales process more efficient. You don’t need a lot of equipment. A smartphone with a good external microphone is enough to achieve satisfactory results. These videos can be automatically transcribed and translated by AI. Interactive elements such as links to web shops or newsletter subscriptions offer the customer a personalized journey. Data protection plays a central role in that activities are tracked and leads are used in accordance with data protection regulations.

Awaken emotions and build trust

Finally, Thomas Stornig from Picnoa took the participants on a journey into virtual space and showed what possibilities augmented reality (AR) and virtual reality (VR) offer in sales. VR makes it possible to take customers into a virtual world, be it through 360-degree product presentations or virtual tours of real estate. This virtual experience can awaken emotions and build trust. AR makes products appear alive by integrating videos and interactive elements. By using high-quality cameras and embedding shop systems, sales become a unique experience. He says: “Take advantage of these opportunities. Because if you only follow in footsteps, you can never overtake.”

The general meeting of the Software Internet Cluster (SIC) on June 20, 2024 in the stylish Lido Lounge on Lake Wörthersee was a complete success despite the sweltering heat and attracted numerous committed members.

 A breath of fresh air from the chairman’s report

Marc Gfrerer, the chairman, started with an exciting look back at the last year and an inspiring outlook for 2024/2025. The focus was particularly on innovative projects such as the orientation platform it.kaernten.at. Gfrerer also emphasized the importance of preparing for the new EU directive NIS2, which applies from October 2024, including the associated training for NIS 2 consultants.

Insights from the focus groups

The focus group leaders then gave short, concise updates on their areas:

• E-commerce: Daniel Kattnig demonstrated focus group initiatives for successful online sales, such as the “Digi-Guides” project, which was relaunched this year for catering businesses.
• Digital Sales: Bernd Buchegger provided information about numerous focus events on strategies for maximum sales success in the digital space.
• IT security: Holger Schmitz presented measures to protect against cyber threats and gave an outlook on the 24-hour cyber security initiative on 12/13. November including hackathon and another edition of Cyber ​​Security Night 2024.
• IT start-ups: Marion Kanalz emphasized the importance of promoting innovation for new companies and provided information about IT start-up events.
• AI & Innovation: Bernhard Winkler presented the new focus group dedicated to the latest developments and best practices in the field of artificial intelligence and innovation.

 Forward-looking discussions

The central topic of discussion was the sustainable integration of international IT students in Carinthia. The members exchanged ideas and strategies to integrate these talents into the regional economy in the long term.

Attractive benefits for members

The benefits for SIC members were also extensively discussed. From exclusive networking opportunities to reliable insider information to valuable events.

The SIC 2024 general meeting was not only a platform for exchange and networking, but also an important step in actively shaping the IT landscape in Carinthia. With fresh ideas and strong commitment, the SIC is motivated into the future and remains a central contact point for the IT industry in the region.