How modern B2B buyers actually use ChatGPT, Perplexity, and Gemini to evaluate vendors. 320 buyer interviews, mapped to the six stages of AI-mediated purchase decisions.
Every chapter is built from real buyer interviews. No generic frameworks. No theoretical funnels. Just what buyers told us they actually do.
The classic funnel is dead for B2B SaaS. We replace it with the 6-stage AI journey mapped from 320 buyer interviews, with handoff points, intent signals, and the new shortlisting layer.
How buyers first hear about your category, and how they hear about you specifically. Discovery now happens inside an AI answer, and the rules of being named are very different from being indexed.
Buyers no longer build comparison spreadsheets from G2 reviews. They ask AI to compare you to two competitors. We map the prompt patterns and the signals AI weighs to rank you in those answers.
After AI recommends you, 71% of buyers cross-check with at least two sources. We document where they go, what they look for, and how to make sure your validation surfaces tell a consistent story.
What actually moves a buyer from "this looks interesting" to "book the demo." It is not pricing transparency or a great hero animation. It is something specific, and most B2B SaaS sites miss it.
The final selection stage is where AI matters least and human factors matter most. We close the report with the post-demo behaviors that decide deals and how to support them.
Three findings from the full report. The rest are inside.
AI is not just a top-of-funnel tool any more. Buyers use it to compare shortlists, draft RFP questions, and validate vendor claims before booking a single demo.
Buyer BehaviorWhen buyers ask an AI for vendor recommendations, they get a tight list of two to three names. If you are not one of them, you do not enter the consideration set at all.
Shortlisting RealityMore than half of B2B buyers now defer to AI on their own shortlist composition. Brands AI does not know are functionally invisible to them, regardless of brand strength elsewhere.
Decision ImpactEach chapter ends with a direct takeaway for the role most affected by that stage. No generic advice.
You feel pipeline slowing and traffic shifting and you cannot fully explain why. This report explains exactly where your buyers went and how to meet them in the channels they actually use now.
You need to redirect demand-gen spend toward the channels that match how buyers actually behave. This report gives you the data, the new attribution map, and the spend reallocation framework.
By the time a buyer hits your demo form, they have done research you cannot see. This report tells you what that research looked like, what they already believe, and how to adapt your demo accordingly.
42 pages of original buyer interviews, attribution mapping, and journey-stage frameworks. No paywall. Just your name and email and it is yours instantly.
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