TrustRadius 2026 Report: 63% of Buyers Use AI but 94% Fact-Check Results
TrustRadius 2026 B2B Buying Disconnect Report details AI adoption in software purchases alongside continued reliance on demos, trials and reviews.
TrustRadius’s 2026 B2B Buying Disconnect Report found that 63% of buyers used AI during their purchase journey. The survey of nearly 2,500 technology buyers and vendors showed that 94% of those buyers fact-check AI responses at least some of the time.
AI Adoption and Verification Patterns
AI tools or tools with AI features made up 59% of the purchases buyers made in the past year. According to Demand Gen Report, 75% of buyers who purchased an AI tool said it lived up to their expectations. The report is based on a global survey conducted in January 2026 of professionals involved in technology purchasing decisions.
Most Influential Resources Remain Unchanged
Product demos, free trials, prior experience and user reviews still rank as the most influential resources when selecting a vendor. The survey found that 74% of buyers use reviews to inform their purchase decisions. According to Demand Gen Report, 83% of buyers shortlisted three or fewer products.
Analyst reports were used by 13% of buyers to make purchase decisions, a 63% decrease since 2022.
Shift Toward Generative Engine Optimization
The report identifies an emerging shift from traditional search engine optimization to Generative Engine Optimization as buyers rely on large language models. AI-generated recommendations are heavily influenced by trusted third-party content including customer reviews, independent publications and peer experiences. According to Demand Gen Report, the findings indicate AI changes how buyers discover software but not the factors that influence final decisions.
