A New Dispatch for Enterprise Buyers
Conversations with the founders reshaping enterprise software
Enterprise software is changing faster than the way it’s being bought.
That’s the simple observation that led to Buyers x Builders.
Over the last few years, alongside my colleagues Matt Ziskie [LinkedIn] and Mark Perera [LinkedIn], we kept having the same conversations with enterprise buyers. Procurement, finance, IT, RevOps and product leaders who were suddenly being asked to make bigger decisions with more ambiguity and far less clear guidance than before.
AI was accelerating everything. Pricing models were shifting. Buying committees were growing. Internal teams were building more on their own. And yet the way we talked about enterprise software hadn’t really caught up.
Most of the dialogue still lived in silos.
Founders talked to other founders. Buyers compared notes quietly. Marketing filled the gaps with confidence that didn’t always match reality.
Buyers x Builders exists to bring those conversations into the open.
The Gap That Kept Showing Up
On the buyer side, the frustration was consistent, even if it was rarely loud.
Not because people lacked sophistication, but because the ground was moving underneath them. Tools stopped fitting into clean categories. Pricing no longer mapped neatly to seats or headcount. “AI-powered” could mean anything from genuinely transformative to mostly cosmetic.
Founders were experiencing a parallel shift.
Selling into enterprises looked very different than it did even a few years ago. Decisions were more centralized. Evaluations took longer. Buyers were more skeptical and often better informed. Many of the old playbooks simply stopped working.
What was missing was a shared place to compare notes without pretending there were simple answers.
Starting With a London Summit
The first step was bringing people together.
In late 2025, we hosted a summit in London with enterprise leaders from some of the largest companies alongside founders building new AI-driven workflows. No booths. No selling. Just honest conversation.
Nearly 100 people attended. The feedback was clear. The discussions were valuable, but people wanted a way to keep learning from one another beyond a single day.
That’s what led to The Buyers x Builders Dispatch, what you’re reading now.
Why Interviews
The format matters.
Buyers x Builders is built around long-form conversations because real decisions don’t happen in soundbites. Short takes flatten nuance.
Interviews give founders room to talk about why they built what they built, what changed along the way and what broke once customers actually started using the product. They surface how pricing and go-to-market evolved under real pressure.
They also give buyers a chance to hear how decisions look from the other side of the table. Not the polished version. The real one.
Over time, these conversations start to reveal patterns. Quiet ones. The kind that make you think, I’ve seen this before. That’s usually where the most useful insight lives.
Every interview is recorded as a podcast and published on our YouTube channel. Subscribers also receive a timestamped transcript of each discussion.
What We’ve Been Learning
If you’ve followed along on LinkedIn, you’ve probably noticed a few themes emerging. Not as proclamations, more as observations:
- Seat-based pricing feels increasingly strained.
- Usage and outcomes matter, but measuring them is hard.
- AI works best when paired with strong infrastructure and clear guardrails.
- Build versus buy is rarely a binary decision anymore.
- Time to value often matters more than depth or polish.
None of this came from theory. It came from listening to builders explain what actually happened once their products met real organizations.
The Dispatch exists to slow those conversations down and let them breathe.
Who This Is For
Buyers x Builders is written primarily for enterprise buyers. People responsible for choosing, implementing or living with software once the contract is signed.
It’s also for founders and operators who want a clearer picture of how their products are actually evaluated. Not just why deals close, but why they stall. Not just what resonates in a pitch, but what holds up months later.
If you sit anywhere near that intersection, you’ll likely recognize a lot of what shows up here.
Why Subscribe
Subscribing means these conversations show up directly in your inbox.
No algorithms deciding what matters. No vendor language sneaking in through the side door.
Just builders explaining how enterprise software is actually being built and buyers learning how to make sense of what’s changing.
If you’re trying to make better decisions in a fast-moving environment, this Dispatch is for you.
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Dave Ambrose
Editor, Buyers x Builders Dispatch
Co-Founder and General Partner, Bungalow Capital