Walnut Launches Enterprise AI Agent Platform to Personalize the B2B Buyer Experience

For B2B software companies, product-led buying has created a new challenge: buyers increasingly expect to explore products on their own terms, while go-to-market teams still have limited time to tailor those experiences. Walnut is now betting that AI can make that personalization scalable.

Walnut , a platform used by go-to-market teams at hundreds of B2B software companies, announced a family of AI agents designed to cover both sides of the buying experience. The company is introducing AI Mode for Playlists and Deal Rooms, which creates a personalized buyer-facing experience from a single prompt, and Walnut Xpert, an agent that allows buyers to ask questions and navigate a product demo according to their interests.

The two new agents join InsightsAI and AI Mode for demos, which are already available on the platform.

The shift Walnut is targeting is straightforward: personalization no longer has to be reserved for a company’s largest opportunities.

According to Walnut, creating a personalized playlist or deal room previously took an account executive or customer success manager roughly three hours per deal. With AI Mode for Playlists and Deal Rooms, that process can now begin with a single sentence describing what a particular buyer needs.

The company says demo creation has undergone a similar transformation. Processes that previously took days, and later hours, have been reduced to minutes through Walnut’s demo creation and personalization agents over the past year, while maintaining greater fidelity and interactivity.

On the buyer side, Walnut Xpert is designed to turn the demo itself into an interactive conversation. Buyers can ask questions, explore specific areas of a product, and determine their own path through the experience instead of following a fixed click-through sequence.

Walnut says sessions using Xpert alongside a demo run more than twice as long as sessions without it. The questions buyers ask can also provide intent signals that a traditional static demo cannot capture, giving GTM teams visibility into what prospects actually want to understand.

The foundation behind Walnut’s agents is its product capture technology. Rather than generating product experiences from a prompt and an approximation of what software looks like, the company’s system captures the actual product, including its screens, flows, and data, and uses that context to build buyer-facing assets.

That same captured context is used across Walnut’s agents. When AI Mode creates a demo or Walnut Xpert responds to a buyer’s question, the output is grounded in what the product actually does.

The approach is intended to address a challenge that can emerge as companies adopt multiple AI tools: disconnected systems can produce disconnected messages. Walnut’s model is designed so the demo, playlist, deal room and buyer interaction are built from a shared foundation.

“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.

Walnut’s expansion into AI agents also includes a governance layer. Before introducing autonomous capabilities, the company released the AI Center, which provides administrators with visibility, permissions, and guardrails for AI use across their workspace.

The company says that sequencing is intentional. As agents take on more work on behalf of organizations, administrators need a centralized way to understand and control how those systems operate.

Walnut is also extending that governance model with bring-your-own-key (BYOK) support. The capability is intended to give customers direct control over security, privacy and spending while allowing Walnut’s buyer-enablement architecture to work with different underlying models.

AI Mode for Playlists and Deal Rooms combines captured product content, information from a buyer’s CRM record and the seller’s stated intent to assemble a personalized experience. The goal is to extend the story already established by the product demo rather than forcing sellers to construct a separate experience for every account.

Walnut Xpert takes the concept directly to the buyer. Instead of simply viewing a predefined demo, prospects can ask questions and explore the product with an agent grounded in the seller’s captured product.

That interaction can also generate a more detailed record of buyer interest. Rather than relying primarily on signals such as clicks or page views, GTM teams can see what prospects actually asked about.

Walnut emphasizes that the agents do not replace the human decision about which story should be told. GTM teams determine the audience and narrative, while the agents execute against that direction using the shared product context.

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

Walnut said BYOK support and a companion MCP, which will allow customers to run the platform through the AI provider of their choice, are expected to roll out in the coming weeks.

Contributed article. Not produced by the TNW newsroom and does not reflect the editorial stance of TNW.