How Enterprise Software Buying Has Changed

If you're selling to enterprise, you've noticed: buying is different than it was 2 years ago.

What's Changed

Longer Cycles

Average enterprise deal cycle: 8.2 months (up from 5.4 months in 2022).

More Stakeholders

Average deal involves 11 stakeholders (up from 6.8).

Security & Compliance First

Security review often happens *before* a demo, not after.

Procurement Power

Procurement is involved earlier and pushes harder on terms.

Proof Requirements

Pilots and POCs are expected, not optional.

New Evaluation Criteria

Total Cost of Ownership

It's not just license cost—implementation, training, and maintenance matter.

Integration Complexity

How hard is this to connect to our existing stack?

Vendor Stability

Will this company exist in 3 years?

AI Capabilities

"What's your AI story?" is a standard question now.

Competitive Implications

For Sellers

Prepare for longer, multi-threaded deals

Arm every stakeholder with the right content

Lead with security and compliance

Build relationships across the buying committee

For CI Programs

Track competitor security certifications

Monitor reference customers

Understand their implementation approach

Know their renewal/expansion strategy

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