Enterprise AI Buyers Demand Proof of ROI as Costs Mount, IDC Says -- Pure AI

Enterprise AI Buyers Demand Proof of ROI as Costs Mount, IDC Says

By Sean Parker
10/23/2026

Nearly 70 percent of organizations report a significant gap between artificial intelligence spending and measurable financial returns, according to IDC research.

The research firm’s 2026 Worldwide AI Economics and Cost of Ownership Survey found that 69 percent reported such a gap, while only 15 percent had achieved an AI return on investment exceeding 100 percent.

In a separate May 2026 survey, 73 percent of respondents identified excessive AI costs as a significant risk.

IDC highlighted the findings in an October 20 analysis examining what enterprise customers expect from AI technology vendors.

AI Vendors Face Pressure to Demonstrate Value
Enterprise customers are placing greater emphasis on measurable business outcomes when evaluating AI products, according to IDC.

The firm identified three priorities for vendors: demonstrating financial value, addressing governance and security requirements, and building support beyond IT departments.

The analysis also highlighted the gap between initial agentic AI deployments and broader adoption. Although 80 percent of organizations have started deploying agentic AI, only 17 percent are using it across the enterprise.

IDC said evaluating AI investments can be difficult when the technology changes how employees work and how business processes operate.

The firm expects AI infrastructure capacity to catch up with demand around 2029, potentially easing costs. Until then, vendors face pressure to demonstrate the long-term financial value of their products.

AI Purchasing Decisions Extend Beyond IT
AI funding decisions involve a broad range of executives. IDC’s September 2026 C-Suite Tech Survey found that CIOs and CTOs were involved in 63 percent of those decisions, business-function executives in 62 percent, and chief financial officers in 61 percent.

A separate IDC survey found that 42 percent of CEOs planned to hire a chief AI officer within the next 12 months.

Buyers also reported concerns about the products and terms vendors offer. Limited integration with existing systems, insufficient model and data transparency, and concerns about vendor lock-in were each cited by 34 percent of respondents.

Overpromising and underdelivering, along with unclear pricing models, were each cited by 31 percent.

IDC said vendors need to substantiate financial returns and address security and governance requirements while working with decision-makers across IT, finance, and other business departments.