Forrester forecasts AI agents will influence 75% of B2B purchase decisions
Forrester’s 2027 outlook says business buyers will use agents throughout supplier research and evaluation. The firm also expects buyers to double human interactions to validate AI recommendations.
Event / data period: 2026-10-21
Published: · Updated:
Forrester published its 2027 B2B go-to-market predictions on 21 October, forecasting that AI agents will influence 75% of B2B purchase decisions. The firm expects buyers to use agents for supplier discovery, information gathering and contract-renewal analysis, while autonomous buying remains concentrated in high-volume, low-risk, repeatable purchases.
Forrester also predicts that buyers will double human interactions to validate AI-generated recommendations, and that two-thirds of providers will lose deals when buyers cannot verify claims. These are the research firm’s forecasts for 2027, not observed buying outcomes.
Data
Forrester forecasts AI agents will influence 75% of B2B purchase decisions
- Forecast influence of AI agents on B2B purchase decisions in 2027
- 75 percent
- 2027 · Forecast
Methodology
Forecast for 2027 from Forrester’s 21 October 2026 outlook, not an observed result.
Updated:
Subjects and places
Subject proposals
- Business enterpriseSuggested
- Preserved editorial category/topic; broad candidate onlywww.forrester.com ↗
- Artificial intelligenceSuggested
- Subject suggested from the title or summary: AIwww.forrester.com ↗