The AI Dark Funnel: How LLMs Are Eliminating You From Deals You Don’t Know You’ve Lost
New research reveals a structural shift in B2B buying: 74% of enterprise software buyers have already excluded a vendor simply because an AI tool failed to surface them. While your CRM shows a healthy pipeline, the “AI Dark Funnel” is silently eliminating brands before they ever reach the discovery phase. This report breaks down the new AI cognitive workflow—Understand, Long-list, Compare—and provides four immediate actions to ensure your product survives the LLM-driven evaluation process.