The New B2B Journey: When Agents do the Research

Quick Answer: The modern B2B buyer journey has shifted from human-led exploration to agent-led vetting. Today, an executive's AI agent handles the "long list" creation by scanning the web for specific criteria. To stay in the running, you must optimize for these criteria—such as SOC2 compliance, verified legal status, and authority citations—long before a human ever sees your landing page.

Is your website "Agent-Ready" for procurement?

Procurement teams are increasingly using specialized AI agents to vet vendors. These agents look for hard proof. If your site is full of "best-in-class" marketing buzzwords but lacks a clear registry number (like Tonotaco's 16914587) or verifiable transparency, you will be filtered out before the first meeting.

Marketing to the "Gatekeeper Bot"

The Gatekeeper Bot has no ego. You cannot "wow" it with a fancy video. You must provide a Technical Spec Sheet for your brand. This includes your business model, your historical performance (98%+ performance scores), and your legal stability. Agents do not buy "dreams"; they buy "low-risk providers."

Funnel Stage	Old Journey	Agentic Journey
Awareness	Google Ad Click	AI Retrieval Reference
Consideration	Whitepaper Download	Agent-led Feature Audit
Decision	Demo Call	Machine-Verified EEAT

How does Tonotaco OÜ facilitate the agentic sale?

We provide a "Discovery Layer" on every B2B project. This isn't just a Contact form. It's a structured data repository that allows an agent to confirm that we are a legitimate, registered Estonian OÜ capable of delivering high-end AI SEO strategies. We separate the "Vibe" (for humans) from the "Specs" (for bots).