AI Effect on IT Procurement: G2 Explains

Key Insights from the G2 "AI: Always Included" Report (2025): AI is now considered an essential component in IT procurement rather than a unique feature. Legal and InfoSec teams are pivotal as gatekeepers for AI tools. Deal sizes are decreasing, with buyers frequently using AI instead of RFPs to create vendor shortlists. Smaller buying committees are becoming more common as funding for AI software moves to operational budgets. Many enterprises are changing vendors to improve their AI capabilities.

Stop thinking about AI being the cherry on top. It's not a fancy add-on anymore.

According to G2's 2025 report, 67% of buyers expect AI to be standard software. 88% of power users say they'll pay more, but only when there's a clear ROI.

So what's the move for procurement? Let's make AI capability a hard-scoring criterion. And if your vendor can't show value in numbers, next.

Legal & InfoSec Are the Gatekeepers

Legal and IT security are scrutinising AI-enabled tools more than ever. 77% of firms have tightened controls.

SOC2? DPA readiness? Model lineage? You'd better know what they are and start screening for them upfront.

Deals Are Shrinking, and so the Buying Committees

$100k—$150k is the new normal for enterprise deals. Long-term contracts are not on the table, and usage-based models are in.

Our sourcing strategies must pivot to modular, pay-as-you-go structures. No more upfront heavyweight commitments. Do you hear ERP vendors howling in the wilderness?

Most buying decisions are now made by 2 to 4 people — typically department heads or end-user champions.

These decision-makers need lightweight governance, deal-making support, and topical advice. Give it to them or be jumped over.

No Shortlist? AI Picks the Vendors Now

Business units preselect vendors using GenAI tools, reviews, and peer recommendations — not RFIs.

To stay relevant, we must accept it and build fast-track guidance and prequalified vendor pools. If we don't shape that decision early, someone (or something) else will.

AI Procurement = OPEX. So Stop Calling It "Innovation"

70% of AI software is now funded from operating budgets, not pilot or R&D pools.

AI procurement is no longer experimental — it's business as usual.

Your sourcing approach should reflect that. Align with IT's roadmap, not with some sandbox innovation framework.

Vendors Get Switched. Frequently.

Half of enterprise buyers switched vendors last year, chasing better AI capability.

Procurement must monitor OEMs' AI maturity and push incumbents during renewal cycles. If they've stagnated, move on — no sentiment, just value.

AI is not Transformational - it's Operational.

AI is redefining IT procurement at a pace no one expected. In a matter of months, it became an indispensable operational asset.

If you still believe AI is about prompts, look around.