AI Buyer's Guide 2026: How to Evaluate and Buy AI
Complete buyer's guide for AI in 2026. Process, evaluation, contracting, deployment.
Buyer's process
- Define problem and outcomes
- Research market and options
- Shortlist 3-5 vendors
- RFP and demos
- POCs for top 2
- Reference checks
- Contract negotiation
- Pilot deployment
- Scale decision
Key evaluation criteria
Technical capability, integration, security, financial stability, support, total cost of ownership.
Contract terms
Data rights, model use, ethics commitments, exit terms, pricing flexibility. AI-specific terms matter.
Common mistakes
Demo-driven decisions, ignoring integration cost, weak POCs, inadequate references, weak contracts.
Bottom line
AI buying requires AI-specific approach. Standard SaaS process insufficient.
Frequently asked questions
How long should AI buying take?
3-6 months for substantial purchases. Shorter for accessible categories. Quality process worth the time.
POCs essential?
Yes for production candidates. Reveals integration issues, quality reality, change management needs.
Contract considerations unique to AI?
Data rights, model training, ethics commitments, regulatory cooperation. Standard SaaS contracts miss these.
Vendor evaluation criteria?
Technical capability, integration, security, financial stability, support, total cost. Multiple dimensions.
Reference checks?
Critical — actual customer experience beyond demos. Multiple references covering different aspects.
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