The Shift
AI has changed software procurement.
Buying committees were already expanding to 10-14 stakeholders where there used to be 5. But now there's a new dynamic: AI coding tools like Claude Code and Cursor mean every deal competes against “we'll just build it ourselves.”
The playbook (find a champion, run a demo, close the deal) worked when your only competition was other vendors. Now you're competing against their own engineering team, armed with AI that makes internal development feel achievable.
This shift is creating new challenges for revenue leaders:
Buying committees have doubled in size
Enterprise deals now involve 10-14 stakeholders, up from 5-6 just a few years ago. Every new person is another potential blocker.
"Build it ourselves" is always on the table
AI has made internal development feel achievable. Every deal triggers a build-vs-buy debate that stalls decisions for months.
Champions can't push deals through alone
Your internal advocates want to help but lack the political capital. They need ammunition to convince their peers.
Every department now has veto power
Security, Legal, Finance, IT, Engineering: each runs their own evaluation. Any one of them can kill your deal.
"Do nothing" is the safest choice
When consensus is too hard to achieve, committees default to the status quo. No one gets blamed for not changing.
Consensus kills more deals than competitors
The process of getting everyone aligned has become harder than winning the technical evaluation. Deals die in committee, not competition.
Technical evaluations never end
Every stakeholder wants their own POC, their own security review, their own integration test. Death by a thousand pilots.
Budget scrutiny requires CFO approval
Economic pressure means every purchase gets escalated. "Let's revisit next quarter" has become the polite way to say no.
The New Reality
This is what it looks like when the playbook stops working.
Then
Champion → Evaluation → Close
3-4 stakeholders • Weeks to close
Now
Champion → More people → Even more people → Stalled
10-14 stakeholders • Months in the tarpit
Your reps are doing everything right. They're finding champions, running great demos, building relationships. But deals still stall.
The problem isn't effort. It's that the game changed and no one told them the new rules.
We call this new reality the Sales Tarpit.
Deals that drag on forever
Your reps spend months in calls and demos with no clear path to signature.
Endless stakeholder discovery
Every conversation surfaces another person who "needs to be involved."
Champions who can't champion
Your team's internal advocates want to help but lack the political capital to push deals through.
Death by committee
Buying committees designed for "safer" decisions end up making no decision at all.
A New Solution
See everyone involved in the deal. Understand them.
New problems require new solutions. Legacy CRMs were built to track activities. Sales intelligence tools were built to find contact info. Neither was built for a world where deals involve dozens of stakeholders and “build it ourselves” is always on the table.
We need something different.
Introducing Adrata
AI that Understands the Enterprise
Adrata uses AI to do two things: find the entire buyer group and understand each person's #1 priority. Every stakeholder, every influencer, every decision maker, all mapped and understood.
Not job titles, but real priorities. The CTO worried about security. The VP pushing to build internally. The CFO who needs ROI in 6 months. Know what each person actually cares about.
See the full buyer group before your competitors do. Know who's involved, who has influence, and who can actually sign, while other vendors are still guessing.
Win against “build” and “do nothing.” When internal teams want to build it themselves, you'll know, and you'll know exactly how to position against it.
This is Buyer Group Intelligence. The unfair advantage your sales team has been missing.
Buyer Group Mapping
See every stakeholder in seconds.
Adrata automatically maps the entire decision committee. Champions, decision makers, blockers, influencers: everyone who matters to your deal.
- ✓Auto-discover hidden stakeholders
- ✓Map reporting relationships
- ✓Track engagement across the group
Data-driven. Prefers executive summaries. Lead with ROI.
Deep Understanding
Know the priorities of each person.
Go beyond titles. Understand what each stakeholder prioritizes, how they like to communicate, and what will resonate with them.
- ✓Personal priorities and pain points
- ✓Communication preferences
- ✓Engagement signals and intent data
Accelerate Deals
Win against competitors inside and outside the company.
You're not just competing against other vendors anymore. You're competing against internal teams who want to build it themselves. Walk into every meeting knowing exactly how to position against both.
- ✓Counter “build vs buy” objections with data
- ✓Know which internal teams are advocating for alternatives
- ✓Tailored positioning for each stakeholder's concerns
Mention their recent SOC 2 audit, because our compliance features directly address this.
Share the case study from TechCorp, which has a similar team size and challenges.
AI has changed software procurement forever.