Walnut Introduces AI Agents Designed to Change How B2B Buyers Explore Software

New York, New York, September 2nd, 2026, FinanceWire

The product demo has long been one of the most controlled parts of a B2B software sale. Companies decide what prospects see, how they move through the product and which features receive the most attention.

Walnut is introducing a new model in which that experience can adapt to the buyer.

The company has expanded its AI capabilities with two new agents: AI Mode for Playlists and Deal Rooms, which automates the creation of personalized buyer experiences, and Walnut Xpert, which allows prospects to interact with a product demo conversationally. The two additions join Walnut's existing AI Mode for demos and InsightsAI.

Personalization Becomes Easier to Scale

Creating a tailored buying experience has traditionally required sales teams to invest significant time in individual opportunities. Walnut says building a personalized playlist or deal room previously took an account executive or customer success manager about three hours per deal.

The new AI Mode is designed to reduce that work to a prompt. A seller can describe what a buyer needs, with the agent drawing on the company's captured product content, CRM information and the seller's stated intent to create the experience.

The same trend has affected demo creation. Walnut says processes that once took days have moved through hours and now minutes as its AI agents have developed over the past year.

That makes personalization less dependent on the size of the opportunity. Instead of reserving customized experiences for a handful of major deals, GTM teams can potentially create them across a much broader set of buyers.

Letting Buyers Choose the Conversation

Walnut Xpert approaches the problem from the buyer's side.

A traditional demo gives prospects a predetermined route through a product. Xpert allows them to ask questions, investigate specific capabilities and move through the product based on their own interests.

Walnut says sessions with Xpert alongside a demo run more than twice as long as sessions without it. The company also sees value in the questions themselves, which can provide intent signals that basic engagement metrics do not reveal.

For sales teams, that creates a different type of feedback loop. Instead of knowing only that a prospect opened a demo or clicked through it, they can learn what the buyer actually wanted to understand.

AI Grounded in the Actual Product

The agents are built on Walnut's existing product capture technology. The system captures the real product, including its screens, flows and data, and uses that information as the context for the AI agents.

That is designed to address one of the challenges of AI-generated product content: keeping generated experiences aligned with the software itself.

The shared architecture also connects the different stages of Walnut's platform. The same captured context can power a demo, a personalized playlist or deal room, and the AI interaction a buyer has through Xpert.

"Every company has access to the same frontier models now, so the ability to build features isn't a competitive advantage anymore. What is: your ability to go to market effectively, tell a coherent story, and create a buyer experience that actually helps your buyer make the informed decision," said Oren Blank, CEO of Walnut.

Governance Before Greater Autonomy

Walnut is pairing its agent expansion with controls for organizations deploying AI across their workspaces.

Its AI Center provides administrators with visibility, permissions and guardrails for AI usage. The company has also announced bring-your-own-key support, giving customers more direct control over security, privacy and spending.

Walnut said BYOK support and a companion MCP, allowing customers to run the platform through their preferred AI provider, will roll out in the coming weeks.

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

For Walnut, the objective is not simply to automate the production of more sales content. It is to make the buying experience itself more responsive, allowing sellers to control the story while giving buyers more freedom to determine how they explore the product.

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