Vendors of artificial intelligence software are finding that selling AI solutions isn’t as easy as it was during the hype-driven boom of 2025, according to recent reporting from the The Wall Street Journal. Companies that once closed deals in a matter of weeks now face longer sales cycles and more cautious buyers, reflecting a shift in priorities among enterprise customers.
During the height of AI enthusiasm — when corporate spending on AI software surged past $1.2 trillion — many organisations rushed into purchases out of fear of missing out rather than clear business need. Vendors, especially startups, found that procurement was rapid and competition modest, allowing deals to move quickly from pitch to signature. But as the market has matured, buyers have started to scrutinise potential AI investments more carefully.
Now, potential customers often involve multiple internal stakeholders — including legal, finance and operations teams — in extended evaluation processes that can stretch to around six months or longer. Decision-makers are looking not just at product features, but at demonstrable ROI, long-term viability and integration with existing systems, especially as organisations become more cautious about high-cost technology investments.
Despite this slowdown in procurement speed, overall AI software spending is still expected to grow in 2026, with larger integrated tech firms like Microsoft and Alphabet less affected due to their broad product suites. But smaller and independent AI vendors now face greater sales friction and competitive pressure as customers balance enthusiasm for AI with disciplined investment decisions.
