# 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.

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- Publisher: Newsverum
- Section: Business
- Published: 2026-10-21T15:31:12+00:00
- Updated: 2026-10-21T15:31:12+00:00
- Event / data period: 2026-10-21
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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

Methodology: Forecast for 2027 from Forrester’s 21 October 2026 outlook, not an observed result.

| label | value | unit | period | basis |
|---|---|---|---|---|
| Forecast influence of AI agents on B2B purchase decisions in 2027 | 75 | percent | 2027 | forecast |

Sources: <https://www.forrester.com/press-newsroom/forresters-2027-b2b-go-to-market-predictions-ai-agents-will-influence-75-of-b2b-purchase-decisions/> · Download data: [JSON](https://newsverum.com/api/v1/articles/forrester-2027-b2b-ai-agents-purchase-decisions/data/forecasts-2027?lang=en&format=json) · [CSV](https://newsverum.com/api/v1/articles/forrester-2027-b2b-ai-agents-purchase-decisions/data/forecasts-2027?lang=en&format=csv)

## Sources

- [Forrester Research, Inc.](<https://www.forrester.com/press-newsroom/forresters-2027-b2b-go-to-market-predictions-ai-agents-will-influence-75-of-b2b-purchase-decisions/>) (Source checked: 2026-10-21; Published: 2026-10-21)

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