The Pattern: Enterprises will spend more on AI in 2026, through fewer vendors. Budget consolidation to “pick winners” is the dominant procurement trend.
The Bet: Point solutions in crowded categories face existential pressure:
- Coding automation
- Sales automation
- Marketing AI
Either achieve embedding depth or become acqui-hire targets. The middle is disappearing.
Why It Matters
The vendor landscape is bifurcating:
- Deep embedding = survival
- Surface features = commoditization
- The Goldilocks Zone gets smaller
The Framework
Mental Model: The Zone Migration Pattern
Vendors migrate through zones predictably: Too Cold → Approaching Goldilocks → Goldilocks → Drifting Hot → Correction or Collapse. Most failures happen at Phase 4.
Strategic Implications
- Point solution vendors must achieve deep workflow integration or face extinction
- Platform vendors will absorb the most promising point solutions
- Enterprise buyers will consolidate to 2-3 primary AI vendors
Survival requires becoming indispensable—anything less means becoming a feature in someone else’s platform.
This is part of a comprehensive analysis. Read the full analysis on The Business Engineer.
