Walnut Introduces Enterprise AI Agent Platform to Tailor the B2B Buying Experience

      For B2B software companies, product-led buying has introduced a new challenge: buyers are increasingly looking to explore products independently, while go-to-market teams have limited time to customize those experiences. Walnut is now betting on AI to make this personalization scalable.

      Walnut, a platform utilized by go-to-market teams in numerous B2B software companies, has announced a suite of AI agents aimed at enhancing both sides of the buying process. The company is launching AI Mode for Playlists and Deal Rooms, which creates a personalized buyer experience from a simple prompt, along with Walnut Xpert, an agent that enables buyers to ask questions and navigate a product demonstration based on their specific interests.

      These new agents join InsightsAI and AI Mode for demos, which are already part of the platform.

      From Major Deals to All Buyers

      The transition that Walnut is pursuing is clear: personalization doesn't have to be exclusive to a company’s most significant prospects.

      Walnut reports that crafting a personalized playlist or deal room previously required around three hours of work from an account executive or customer success manager for each deal. Now, with AI Mode for Playlists and Deal Rooms, that effort can begin with just one sentence describing the buyer's needs.

      The company claims that the creation of demos has experienced a similar overhaul. Tasks that once took days, and later just hours, are now completed in minutes thanks to Walnut’s demo creation and personalization agents over the past year, all while enhancing fidelity and interactivity.

      On the buyer’s end, Walnut Xpert is aimed at transforming the demo into an interactive dialogue. Buyers have the ability to ask questions, delve into particular areas of a product, and choose their own path through the experience, as opposed to adhering to a predetermined click-through sequence.

      Walnut indicates that sessions utilizing Xpert alongside a demo last more than twice as long as those without it. The inquiries from buyers can also provide intent signals unattainable through traditional static demos, giving go-to-market teams insight into what prospects truly want to learn.

      A Unified AI Framework Throughout the Buying Journey

      The underlying technology behind Walnut’s agents is its product capture system. Instead of generating product experiences based on a prompt and a rough estimate of software appearance, the company’s system captures the actual product, encompassing its screens, flows, and data, and utilizes that context to create buyer-facing materials.

      This same captured information is employed across Walnut’s agents. When AI Mode assembles a demo or Walnut Xpert answers a buyer's question, the output is based on what the product genuinely does.

      This strategy aims to tackle an issue that can arise when companies implement multiple AI tools: disjointed systems can lead to mixed messages. Walnut’s approach is crafted so that demos, playlists, deal rooms, and buyer interactions are all derived from a common foundation.

      “Every company now has access to the same cutting-edge models, so the capacity to develop features is no longer a competitive edge. What truly matters is your ability to execute effectively in the market, convey a cohesive narrative, and foster a buyer experience that genuinely aids in making informed decisions,” stated Oren Blank, CEO of Walnut.

      Governance Prior to Autonomy

      Walnut’s foray into AI agents also incorporates a governance aspect. Before launching autonomous capabilities, the company introduced the AI Center, which grants administrators visibility, permissions, and safeguards for AI usage within their workspace.

      The sequencing of these releases is deliberate. As agents assume more responsibilities for organizations, administrators require a centralized method to comprehend and oversee how these systems function.

      Walnut is also broadening this governance model with support for bring-your-own-key (BYOK). This feature is designed to give customers direct oversight over security, privacy, and spending while enabling Walnut’s buyer-enablement framework to integrate with various underlying models.

      Enhancing the Buyer Experience

      AI Mode for Playlists and Deal Rooms integrates captured product content, data from a buyer's CRM record, and the seller's stated intent to create a personalized experience. The aim is to build on the narrative already set by the product demo instead of compelling sellers to create a distinct experience for each account.

      Walnut Xpert brings this concept directly to the buyer. Rather than simply observing a predefined demo, prospects can inquire and explore the product through an agent grounded in the seller's captured product.

      This interaction can also yield a more comprehensive record of buyer interest. Instead of predominantly relying on signals like clicks or page views, go-to-market teams can ascertain precisely what prospects were curious about.

      Walnut highlights that the agents do not replace the human decision about which narrative should be told. Go-to-market teams identify the audience and storyline, while the agents implement that direction using the unified product context.

      Availability

      The AI Center, AI Mode for demos, AI Mode for Playlists and Deal Rooms, and Walnut Xpert are currently available to Walnut customers.

      Walnut has indicated that BYOK support and a complementary MCP, which will allow customers to operate the platform via the AI provider of