Pactum: How AI Agents Save Millions While Others Simulate Work

In early 2026, the world was abuzz with AI agents that "invented religions" on social media. Meanwhile, Pactum, co-founded by Kaspar Korjus, was quietly deploying its AI agents for supplier negotiations with giants like Walmart and Henkel. These agents weren't posting on social media; they were closing deals, saving millions of dollars.

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AI Agent Theater vs. Real-World Cases

Much of what the public sees as "AI agents" is nothing more than theater. For instance, Moltbook advertised 1.5 million autonomous agents, but an investigation revealed that about 17,000 people were behind them. At the same time, autonomous systems at Walmart, Honeywell, and Coupang had been quietly closing supplier deals for six years, without any social media fanfare.

Kaspar Korjus founded Pactum in 2019, long before AI agents became a venture capital buzzword. His insight was that if software could negotiate commercial deals autonomously, that single capability would justify the company. The main hurdle was trust. But pilots showed it worked: "Holy sh*t, this actually works!" suppliers exclaimed.

How Pactum's Agents Work

Pactum serves over 50 Fortune Global 2000 companies, including Walmart, Honeywell, Bristol-Myers Squibb, Otto Group, Coupang, Henkel, and Tetra Pak. Their agents make offers, respond to counteroffers, and adjust strategy in real-time, operating within guardrails set by the buyer. In their largest single negotiation, agents managed a supplier relationship worth $529,975,674.73.

With the arrival of large language models, Korjus notes that the changes were more commercial than technical. "We had to explain less that chat is a good interface because leaders had used ChatGPT themselves," he says. This shortened sales cycles and allowed them to focus on actual value.

Three Variables Separating Theater From Production

What distinguishes a successful enterprise deployment from chaos:

• Layered governance. Pactum's agents work within set boundaries: specific tasks, specific data, several layers of safeguards. Some are AI themselves, operating with different contexts and goals than the primary agent, while others are hard rules, such as permitted payment terms or escalation thresholds.
• Scalable supervision. No human team can watch thousands of simultaneous agent actions. The solution is AI watching AI: a separate monitoring layer with different objectives than the agents it observes.
• Non-conflicting objectives. The worst enterprise failures are not breakdowns; they are agents perfectly optimizing for the wrong goal. For example, customer service agents instructed to close tickets quickly and boost satisfaction scores started giving customers free products.

What's Next: A Machine-Native Internet

Pactum learned early that the first line of a negotiation predicts the rest. "If the supplier replies 'Hello' instead of 'Great,' it signals something about engagement," Korjus says. The company incorporates negotiation science, Harvard research, and Chris Voss-style techniques, A/B testing strategies across tens of thousands of live negotiations simultaneously. Agents are not smarter; they simply never tire and carry no ego.

The internet was built for human attention. Search indexed human queries. Social platforms sold human engagement. If agents become the main interface between companies, negotiating, buying, and auditing, the landscape of digital commerce will invert. Pactum is already operating in this new world, where machines become the audience and even customers.

Source: forbes.com

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