Product demos have become a standard part of how B2B software companies introduce their products online. Yet creating a personalized experience for every prospective customer has remained difficult, particularly when sales teams have to build demos, playlists and deal rooms manually.
Walnut is addressing that gap with an expanded AI platform designed to automate more of the buyer journey while keeping the underlying product experience grounded in the software being sold.
The company announced two new capabilities: AI Mode for Playlists and Deal Rooms, which creates personalized buyer experiences from a prompt, and Walnut Xpert, which allows buyers to interact with a demo through an AI agent. They join Walnut’s existing InsightsAI and AI Mode for demos.
Turning Three Hours Into a Prompt
Personalization can be valuable in enterprise software sales, but it can also be expensive in terms of time. Walnut says an account executive or customer success manager previously spent roughly three hours creating a personalized playlist or deal room for a deal.
AI Mode for Playlists and Deal Rooms is designed to compress that work into a sentence. A seller describes what a particular buyer needs, and the agent uses the company’s captured product content, CRM information and the seller’s intent to assemble the experience.
The approach could allow teams to personalize more deals rather than concentrating their efforts on only the largest opportunities.
Walnut says its demo creation process has also moved from days to hours and now minutes over the past year as its AI agents have matured.
A Demo That Can Talk Back
Walnut Xpert tackles a different part of the buying process: what happens after a prospect opens a demo.
Instead of requiring buyers to follow a fixed click-through path, Xpert lets them ask questions and explore areas of the product that are most relevant to them. Because the agent is grounded in Walnut’s captured representation of the seller’s product, its interaction is tied to the actual software.
Walnut says buyers who use Xpert alongside a demo spend more than twice as long in the session. More importantly, the questions they ask can become a source of intent data, providing sellers with insight into what prospects are actually interested in.
That turns the demo into more than a presentation. It becomes an interactive layer between the buyer and the product.
The Product Becomes the Source of Truth
A key part of Walnut’s approach is its underlying capture technology. Rather than asking an AI model to recreate a product experience based on a prompt, Walnut captures the actual product, including its screens, flows and data.
The company’s AI agents then operate from that captured context. The same foundation can be used to generate demos, personalize deal rooms and answer buyer questions.
That architecture is intended to keep the different stages of the buying journey connected. A buyer can encounter a demo, receive a personalized deal room and interact with Xpert without each experience having to be generated from scratch or interpreted independently.
“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.
AI With Governance Built In
Walnut’s expansion into AI agents comes alongside a focus on governance. The company has introduced its AI Center, which gives administrators visibility, permissions and guardrails over AI usage across their workspace.
Walnut is also extending the platform with bring-your-own-key support, giving customers direct control over security, privacy and spending. A companion MCP will allow customers to run Walnut through the AI provider of their choice.
The AI Center, AI Mode for demos, AI Mode for Playlists and Deal Rooms, and Walnut Xpert are available to Walnut customers today. BYOK support and the companion MCP are expected to roll out in the coming weeks.
The broader shift Walnut is pursuing is straightforward: instead of treating personalization as a manual sales task, AI can make it part of the product-led buying experience itself.
