The modern technology buying process is complex, with 77% of B2B buyers rating their purchase experience as extremely difficult.This complexity is even more pronounced for AI technologies, where the landscape is changing rapidly, claims from vendors often overlap, and the consequences of making the wrong choice can be significant.Kowalah’s platform is structured around the six essential stages of the buying process, based on research from Gartner on how organizations successfully navigate complex technology purchases.By understanding these stages, you can approach your AI buyign decisions more strategically and confidently.
Unlike conventional software purchases, AI procurement presents unique challenges:
Technical complexity: Understanding differences between models, capabilities, and approaches
Rapid evolution: The AI landscape evolves weekly with new models and capabilities
Implementation hurdles: Data quality, integration, and governance requirements
Stakeholder alignment: Bridging knowledge gaps between technical teams and business leaders
Risk management: Addressing security, compliance, and ethical considerations
Following a structured process helps you navigate these challenges methodically, reducing the risk of costly mistakes and increasing the likelihood of successful implementation.
In this initial stage, you define the specific business challenge you’re trying to address with AI technology.Rather than starting with a desire to “implement AI,” successful organizations identify concrete problems where AI can deliver measurable value.
Key question: “What’s out there that could solve our problem?”
Solution exploration looks at all possible solutions, not just buying new technology. It includes evaluating technology you already own, consulting firms, partnerships and changing your own process and staffing.
Once you’ve clearly defined your problem, you need to understand the range of potential solutions available.Solutions do not always have to mean new technology purchases, they can include customising technology you already have, adding more people, consultants, or changing the process you have today.
This critical stage involves defining detailed requirements for your AI solution, covering technical, business, and governance aspects.Clear requirements form the foundation for effective vendor evaluation and successful implementation.
With clear requirements established, you can systematically evaluate potential vendors, comparing their offerings against your criteria and making an informed selection decision.
Before making a final commitment, organizations validate their AI solution choice through proof of concepts, reference calls, pilot implementations, and detailed planning for the full rollout.
While these stages provide a helpful framework, it’s important to recognize that the actual buying process is rarely linear. New information may require revisiting earlier stages, and different workstreams may be at different stages simultaneously.Gartner research shows that 95% of buying groups report having to go back and revisit decisions at least once as new information emerges. Kowalah’s flexible approach accommodates this reality, allowing you to navigate each stage in the way that makes sense for your organization’s specific situation.
Kowalah serves as your AI buying guide, providing specialized knowledge, frameworks, and tools at each stage:
Personalized guidance: Ask specific questions about your situation and get targeted advice
AI-specific frameworks: Templates and tools designed specifically for AI procurement
Knowledge management: Upload documents and capture insights throughout your journey
Team collaboration: Bring your entire buying group into the process for better alignment
Institutional memory: Maintain consistency even as team members change
By following this structured approach and leveraging Kowalah’s expertise, you can navigate the complex AI procurement landscape with greater confidence and increase your chances of successful implementation.Ready to start your AI procurement journey? Create your first project to begin working through these stages with Kowalah’s guidance.