Businesses With Disappointing Software Purchases Twice as Likely to Overspend in the Next Year, Capterra Report Finds

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ARLINGTON, Va.--(BUSINESS WIRE)--Oct 7, 2025--

Spending on software continues to rise year over year, though businesses still struggle to make the right investments. Capterra’s 2026 Software Buying Trends Report, based on new survey findings of 3,385 software decision-makers across 11 countries, found that only 34% of buyers are successful software adopters who achieve both a smooth buying and implementation process. In contrast, 66% of buyers experience unexpected disruption, regret, or both after a purchase.

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According to Capterra's 2026 Software Buying Trends Report, successful software adopters tend to take a balanced approach to AI. They know that adopting AI is necessary to stay competitive, but their approach is tempered by caution and risk management.

The report underscores that regret is nearly always preceded by an unexpected disruption during implementation. Nearly nine in ten buyers who regret a software purchase first encountered an unexpected disruption during implementation. These disruptions, such as integration problems, data migration issues, delays, or configuration difficulties, often lead to overspending, lost productivity, and the need to replace software. Disappointed buyers–defined as those who experienced both unexpected disruption and regret– are twice as likely to spend significantly more in the next year.

“When software doesn’t deliver, it’s both a frustrating and expensive experience,” senior analyst Molly Burke explains. “Unexpected disruptions from an ill-fitted software purchase cost organizations time, money, and momentum. The stakes are high, but our report reveals a clear path to better outcomes.”

Capterra’s research identifies five habits that consistently set successful software adopters apart:

1. Define clear outcomes and requirements early.

Successful adopters are intentional about planning ahead, including formally defining budgets, must-have features, and desired outcomes before starting the selection process. Sixty-two percent of successful adopters define their budget and must-have features early, compared to just 48% of disappointed buyers.

AI and economic uncertainty are driving desired outcomes and investment priorities. Half of respondents (50%) cite technological advancements, especially AI, as the most significant external factor shaping their business goals, followed by macroeconomic forces (39%). At the same time, rapid AI adoption is increasing the need for robust cybersecurity. IT security is the most-reported software investment priority, cited by 33% of organizations.

2. Seek expert and peer input over GenAI.

To ensure their research is based on reliable information, successful adopters prioritize insights from industry experts and verified reviews over GenAI or online forums. In fact, just 32% of successful adopters consider GenAI, such as ChatGPT, an influential information source, lower than the 42% of disappointed buyers whose overreliance on AI makes them vulnerable to receiving inaccurate information and hallucinations.

3. Shortlist decisively.

The most successful adopters narrow their options to three vendors and complete the purchase process within three months, reducing the risk of decision fatigue and regret. The top reasons why successful adopters remove vendors from their shortlist are because of unfavorable contract terms, security/risk issues, and poor trial experiences. By defining outcomes at the outset of the purchase journey, these buyers are able to swiftly make a decision based on established expectations.

4. Negotiate on their terms.

Successful adopters come prepared to negotiate contract terms, focusing on specifics like cost, compliance, and support, rather than allowing sales presentations to dominate their approach. Thirty-nine percent of successful adopters perform a formal contract negotiation, compared to 32% of disappointed buyers.

5. Plan implementation.

A signed contract is only the beginning of a smooth adoption process. Over half (54%) of successful adopters create a detailed implementation plan, including integration and training, to avoid unexpected disruptions and ensure a smooth rollout. The most common implementation disruptions are integration issues, data migration problems, and delays.

“Successful software adoption doesn’t happen by accident,” says Laura Burgess, analyst at Capterra. "Businesses that take a structured approach, rely on expert guidance, and plan for implementation see faster, lower-risk results. With 82% of organizations expecting revenue growth in the next 18 months, making smart software decisions is more critical than ever.”

For more strategies to improve software buying outcomes, download the 2026 Software Buying Trends Report and visit Capterra.com to compare top-rated products.

About Capterra

Capterra is the #1 B2B marketplace for organizations to find the right software and services. Our platform connects buyers to over 2 million verified user reviews about products and services spanning 1,000 categories and offers actionable, objective insights and recommendations to help them find the best product or service for their specific business needs.

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CONTACT: Garry Steel

[email protected]

KEYWORD: UNITED STATES NORTH AMERICA VIRGINIA

INDUSTRY KEYWORD: SOFTWARE CONSULTING ARTIFICIAL INTELLIGENCE DATA MANAGEMENT SMALL BUSINESS PROFESSIONAL SERVICES TECHNOLOGY SECURITY

SOURCE: Gartner Digital Markets

Copyright Business Wire 2025.

PUB: 10/07/2025 08:00 AM/DISC: 10/07/2025 07:59 AM

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