Gartner Predicts 90% of B2B Buying Will Be AI-Agent Intermediated by 2028

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Gartner forecasts that by 2028, 90% of B2B purchasing will run through AI agents, moving more than $15 trillion of spend through machine-to-machine exchanges. Early indicators already show buyers ahead of sellers: 67% of B2B buyers now prefer a rep-free experience and 45% used AI during a recent purchase. Deloitte reports nearly 40% of buyers use agentic AI for tasks like product evaluation and contract review, while only 24% of suppliers use agents in sales. A 2021 example cited is Maersk, which used AI agents from Pactum to negotiate freight contracts, reportedly securing rates 22% lower in trials. The analysis argues that sellers still designing for human buyers need to adapt their commercial strategies.

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