What Distinguishes Constructive from Stalled Buying Processes?
Enterprise software deals in procurement are becoming more complex — particularly as AI introduces new governance, security and value considerations into buying decisions.
This research draws on structured interviews with respected sales leaders from leading S2P suite vendors and best-of-breed ProcureTech providers across Europe and North America. Their insights reveal recurring patterns in how enterprise buying processes unfold — and why some deals progress constructively while others stall.
The report highlights the behavioural signals, stakeholder dynamics and commercial patterns that distinguish successful ProcureTech buying journeys from those that struggle to reach alignment.