Aden Will

The B2B conversion landscape in 2026 looks very different from what it did three years ago.

Here is what the data says.

The conversion hierarchy (2026)

Review sites (G2, Capterra): 12-18% SQL-to-close rate. Buyers arrive already comparing vendors.

Two months ago I asked here how people stay aware of what their agents are doing, and @getosmo replied with something that has been quietly rearranging my roadmap since.

I had been treating "can you undo it" as the line for when an agent should stop and ask. He took that apart. Irreversibility over-fires and under-fires, he said. It over-fires on things that cannot be undone but that nobody cares about, like the agent writing a log line. It under-fires on the ones that really hurt: a mass email to 50k users, or a migration you can only roll back after downtime. "Reversible on paper, ruinous in practice."

Saw a post from an 8-year dev this week. He said any junior with an agent now matches his output, and he feels no pride left in it. It got huge, because a lot of people quietly feel the same.

I read it from the other side. I'm a designer, not an engineer. For years "can you build this" meant "find someone technical and pray they stay interested." Usually they didn't. AI took the thing that hurt that dev and handed it to me.

Same shift. Loss from one seat, freedom from another.

I'm shipping a Mac app solo right now, as someone who can't write a backend from scratch. Two years ago that was a joke.