Forrester predicts AI agents will influence 75% of B2B purchase decisions in 2027. Buyers will double human interactions to validate AI recommendations. Two-thirds of providers may lose deals if buyers cannot verify claims. Most CMOs may cut programs after overestimating AI productivity gains. Providers must strengthen trust and substantiate value claims. Buyers will rely on AI for supplier discovery and contract analysis. Human expertise remains critical for judging fit and trust. Forrester advises pairing AI speed with transparency and control. The predictions cover B2B go-to-market strategy and buyer behavior. The report targets executives anticipating market shifts.

• 75% of B2B purchase decisions influenced by AI agents
• 25% of marketing roles may be cut
• 66% of providers may lose deals