AI is becoming an active participant in how business buyers discover providers, evaluate options, assess risk, and negotiate value. It can help buyers sort through complex information and uncover meaningful insights. But buyers do not want AI to take over the process. They want it to do more of the work while leaving consequential decisions in human hands.

In Forrester’s Business Buyers’ Insights Survey, 2026, 82% of buyers reported that their purchase included some level of AI functionality, whether they wanted it or not. In 2027, buyers will start taking greater control of AI, not only in what they buy but also in how they buy. They will delegate more work to AI agents while becoming less tolerant of AI functionality that lacks clear value. They will use AI to expand and accelerate their analysis, then turn to people for validation, accountability, and confidence.…