AI Buying Power Quietly Shifts: CISOs Are Taking Over from CTOs
BenBajarin · x · 2026-08-24
Glenn Solomon notes that the AI buyer has quietly changed in recent months, catching many founders off guard. Ben Bajarin shared a case where an AI infra vendor had smooth talks with a CTO for 6 months, but once the CISO emerged as the decision-maker, the sales cycle completely changed. If pilot-to-production conversion slowed this year, the security team is likely the reason.
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