AI Accelerates Software Discovery but Intensifies Purchase Scrutiny
Event summary
- Evaluation stage now longest in software buying journey at 40%, surpassing research (36%)
- 49% of buyers report CFO vetoed an already-approved software purchase in the last 12 months
- 82% sourced software recommendations from AI chatbots in the past two years
- Only 9% comfortable letting AI agents execute purchases within approved guardrails
The big picture
G2's research reveals a fundamental shift in the software buying process, where AI has streamlined discovery but created new bottlenecks in evaluation and approval. This trend reflects broader corporate governance changes as finance teams exert greater control over technology spending. The data suggests vendors must now focus on building trust and providing robust justification for purchases to navigate these heightened scrutiny phases.
What we're watching
- Governance Dynamics
- How rising CFO involvement will affect software purchasing cycles and vendor relationships.
- AI Integration
- The pace at which companies adopt AI agents for software evaluation while maintaining human oversight.
- Pricing Models
- Whether outcome-based pricing can gain traction as buyers demand more flexible SaaS contracts.
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