AI agents could influence 75% of business-to-business purchase decisions in 2027, according to a new forecast from Forrester. The research firm expects automation to reshape supplier discovery and analysis, but it also sees buyers demanding more human confirmation before they sign contracts.

AI Agents Could Reshape B2B Research

Forrester published its 2027 B2B go-to-market predictions on October 21, 2026. It said business buyers will increasingly use agents for supplier discovery, information gathering and contract-renewal analysis. Truly autonomous purchasing should remain concentrated in high-volume, low-risk and repeatable transactions, the firm added.

The forecast points to a broader push toward software that can act on a user’s behalf. Recent products such as Ankr’s x402 payment tools for AI agents show how developers are building transaction infrastructure around that idea. Nvidia’s Nemotron 3.5 models for AI agents likewise illustrate the expanding technical stack behind automated workflows.

AI Agents Still Face a Trust Test

Forrester expects buyers to increase contact with provider teams, analysts, customer references and partners because software cannot fully assess fit, feasibility, accountability or trust. Vendors may therefore need consistent proof points that both people and machine-led research tools can find and verify.

The firm also forecasts that many chief marketing officers will eliminate as much as 25% of roles after overestimating productivity gains from AI. Those leaders could then cut programs, rehire staff or use contractors and agencies to restore capacity. That warning complements the security questions surrounding autonomous systems, including issues explored in Microsoft’s work on agentic AI security.

These figures are forecasts rather than measured outcomes. Their value for investors and corporate leaders lies in identifying where adoption may create new demand and where weak evidence, governance or staffing plans could undermine expected gains.

Elsy Kanana is a financial and cryptocurrency journalist at FusionMarketNews, covering digital assets, blockchain technology, financial markets, and emerging fintech trends. Her reporting focuses on market movements, regulatory developments, and on-chain analytics, delivering clear, data-driven insights to readers worldwide.