Buyer trust for AI services dissected: 'enterprises buy from vendors they trust' is a useless cliche
jonerp · x · 2026-09-17
diginomica's Jon Reed argues that 'enterprises buy from vendors they trust' is a mind-numbing cliche, even though trust is arguably the most important buying criterion for AI software and services — because the upside only comes from embedding AI into mission-critical processes. He attempts to break AI buyer trust into concrete components, distinguishing it from trust in AI itself (healthy distrust and zero-trust architectures still apply), and argues vendors obsessing over 'how do customers trust our AI' are asking the wrong question — customers have homework to do too.
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