Businesses With Disappointing Software Purchases Twice as Likely to Overspend in the Next Year

ARLINGTON, Va. - Oct. 28, 2025 - PRLog -- 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. In contrast, 66% of buyers experience unexpected disruption, regret, or both after a purchase.

Nearly nine in ten regretful buyers first encounter an unexpected disruption during implementation, which 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. 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 plan ahead, with 62% defining budgets and must-have features early, versus 48% of disappointed buyers. Half of respondents say technological advancements, especially AI, most shape their business goals, followed by macroeconomic forces (39%). Rapid AI adoption is driving cybersecurity needs, making IT security the top software investment priority for 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. 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.
Successful adopters narrow choices to three vendors and buy within three months, reducing decision fatigue. They drop vendors due to unfavorable contracts, security concerns, or poor trial experiences. Defining outcomes early helps them decide quickly based on clear 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.

Read Capterra's 2026 Software Buying Trends Report (http://www.capterra.com/resources/software-buying-trends-...) for further insights.