AI Transforms the Software Buying Journey
AI in software buying is rapidly changing how organizations discover and evaluate new solutions. According to the latest G2 2026 Buyer Behavior Report, artificial intelligence has made it easier than ever to find software, but it has also created new challenges during the evaluation and purchasing stages. While buyers now reach shortlists faster thanks to AI recommendations, finalizing a deal has become increasingly complex and scrutinized.
Accelerated Discovery, Lengthy Evaluation
The role of AI in software buying is most evident in the discovery phase. An impressive 82% of B2B software buyers have sought recommendations from AI chatbots within the past two years. This trend has led to faster shortlisting of potential vendors, but the evaluation phase has overtaken research as the longest part of the process, now constituting 40% of the buying journey. Buyers can quickly identify top options using AI, yet these choices face intense internal scrutiny before approval.
Research now accounts for only 36% of the journey, and once vendors make the shortlist, they undergo rigorous evaluation. IT security reviews represent the most significant delay after vendor selection, cited by 39% of all buyers and up to 50% among enterprises. Budget approvals and implementation planning are also major sources of post-selection delays, highlighting how internal processes have become obstacles in the age of AI-driven discovery.
Internal Resistance to AI Adoption Grows
G2’s research indicates a surge in internal resistance to adopting AI-driven tools. Concerns about embracing AI have risen sharply, with 29% of buyers now citing it as a top issue—up from just 16% last year. This growing hesitation reflects worries about cost, security, and internal trust surrounding AI in software buying. As organizations purchase more AI-powered products, the responsibility falls on software vendors not only to be discoverable but also to provide clear answers and proof to address these concerns.
The Role of Finance in Software Decisions
Finance departments are playing a much more active role in software procurement. The percentage of buyers who report their CFO’s involvement jumped from 31% to 46% in a single year. Shockingly, 49% of all buyers say a CFO vetoed an already-approved software purchase in the past year, and that figure is even higher—54%—among organizations with dedicated budgets for tokens or large language model (LLM) usage. This trend is reshaping how teams approach contracts and ROI expectations, with three out of four buyers now demanding positive ROI within six months of signing a contract and favoring agreements shorter than 12 months.
AI’s Impact on SaaS Economics
With the increased adoption of AI in software buying, financial scrutiny over software purchases is at an all-time high. Buyers face unpredictable pricing due to AI’s variable usage costs, prompting a shift toward more flexible and outcome-based pricing models. Seventy percent of buyers say rapid technological change is driving them to seek shorter contracts, and 80% report their organization has a dedicated token or LLM budget for technical teams. Preference for outcome-based pricing has more than doubled in a year, rising from 11% to 23%.
Almost half of buyers (49%) have already encountered variable-cost pricing offers, moving away from traditional seat licenses or subscriptions. Another 42% expect to see these changes soon, underlining the major transformation AI is bringing to SaaS business models.
AI Agents: Assistance, Not Authority
While AI agents are increasingly used in the software buying journey, few organizations are ready to give them purchasing power. Sixty-one percent of buyers currently use or plan to use AI agents to assist with tasks like evaluating total cost of ownership, building shortlists, and researching solutions. However, only 9% feel comfortable allowing AI agents to execute purchases within approved guidelines, and a mere 2% would permit purchases without human pre-approval. Most buyers prefer that AI agents provide recommendations while humans retain the final decision-making authority.
The Future of Software Buying with AI
The influence of AI in software buying is undeniable. AI tools have simplified discovery and comparison, but they have also heightened scrutiny, especially from finance and security teams. For software brands, being visible on AI-powered channels and review sites is crucial—buyers eliminate vendors missing from these sources before ever making contact. The winning vendors are those who not only show up in the search but also equip buyers with the proof and answers they need to overcome internal objections and secure approval.
As AI continues to evolve, so too will the software buying process. Vendors must adapt by providing transparency, supporting flexible pricing, and building trust throughout the evaluation stage. The organizations that master the new dynamics of AI in software buying will be best positioned to thrive in the changing landscape.
This article is inspired by content from Original Source. It has been rephrased for originality. Images are credited to the original source.