What Enterprise Buyers Actually Read Before a Shortlist

Survey of 810 enterprise technology buyers on content consumed in the pre-vendor phase.

Miriam Kade · 2026-08-11

Top formats consumed pre-shortlist\n\n1. Peer case studies with named metrics — 71%\n2. Independent benchmark data — 64%\n3. Architecture documentation — 52%\n4. Analyst summaries — 44%\n\nVendor thought leadership ranked seventh.