Monday, Aug 3, 2026 The claims desk. Receipts included. POWERED BY LENZ ↗
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The Claim

In 38% of enterprise B2B deals, IT and Security raise the biggest objections.

Verified by Lenz ·

The Short Version

The evidence supports IT and security as frequent sources of friction in enterprise software deals, but not this exact market-wide 38% claim. That number appears to come from one vendor-published 2026 survey with clear commercial incentives and no independent corroboration in the cited evidence. Other sources discuss delays, reviews, or lost deals, which are not the same as “raising the biggest objections.”

Caveats

  • The 38% figure is not independently verified; it appears to rely on a single vendor survey rather than a broadly corroborated industry benchmark.
  • Several cited sources measure different things—security reviews, delays, questionnaires, or generic sales objections—so they should not be treated as direct confirmation of this claim.
  • Without attribution, the statement reads as an established fact about all enterprise B2B deals, but the evidence only supports it as a survey result from one source.

The Receipts

  1. AI Is Making Software Easier to Find and Harder to Buy, According to New G2 Research

    PR Newswire

  2. How Enterprise Decision-Makers Buy B2B Software in 2026

    Influ2

  3. Security Compliance: Hidden Reasons You Lose Enterprise Deals

    UserIntuition

  4. 2026 Buyer Behavior Report

    G2

  5. Procurement, Security, and Legal: The Hidden Deciders in Win-Loss

    UserIntuition

  6. The Hidden Stakeholders | Tactical B2B Sales Strategy - GSR

    GSR Revenue

  7. Sales Objection Statistics: What Prospects Say, When It Happens ...

    Gangly

  8. Why Security Is a Priority for Software Buyers in 2024

    Gartner Digital Markets

  9. What Tech Vendors Must Know About Data Protection in 2026

    TechnologyMatch

  10. How to avoid security objections and close deals faster | Dave ...

    LinkedIn

+ 16 more sources — see the full list on Lenz

Filed Under

Enterprise B2B DealsIt And Security

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