When we launched our AI-powered procurement tool, we expected tech companies—the very pioneers of automation—to be the first to embrace it. After all, who better understands the value of streamlining workflows than engineers and product teams drowning in manual processes?
But reality surprised us.
The Unexpected Early Adopters
Instead of tech-forward companies, our earliest and most enthusiastic adopters were traditional businesses:
- Manufacturers automating raw material orders
- Wholesalers optimizing inventory replenishment
- Trading companies managing cross-border transactions
- Mid-market distributors reducing procurement overhead
These organizations integrated the solution quickly, trusting AI to handle routine tasks while focusing human effort on exceptions. The results spoke for themselves: faster processes, fewer errors, and teams freed for strategic work.
The Automation Paradox
Meanwhile, the companies most experienced with automation approached things differently:
- Over-Engineering Reviews - They built complex approval layers instead of accepting automated decisions
- The Expert's Curse - Teams capable of building similar tools spent time manually verifying outputs
- Build vs. Buy Bias - Some preferred perpetually-in-progress internal solutions
In essence, those most qualified to trust automation were least likely to do so initially.
The Lesson: Let Tools Do Their Job
The successful adopters understood a key principle: AI excels at repetitive tasks, freeing humans for judgment calls. They didn't try to outsmart the system—they let it handle what it did best.
Tech companies eventually came around, but only after seeing competitors move faster with less overhead.
Insights for Builders
If you're developing automation solutions:
- Early adopters might surprise you - Sometimes the strongest need exists outside tech circles
- Trust matters more than features - Adoption came from those feeling the pain most acutely
- Sophistication can hinder adoption - The most capable teams may be the hardest to convince
P.S. If purchase orders are consuming too much time, maybe it's time to let AI help.
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