Post on 28-Jan-2018
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Informational Needs Shift During Purchase Process
Source: 2017 IDG Customer Engagement Research
Q. For each stage of the purchase process for major enterprise IT products and services, which of the following types of information or content do you rely on most?
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Familiarity Cuts Purchase Cycle in Half
Q. Considering major enterprise IT purchases, what is the average purchase cycle for a vendor with whom you are already familiar or have experience compared to the purchase cycle for an unfamiliar vendor?
Source: 2017 IDG Customer Engagement Research
Sales Enablement Critical to Success
Source: 2013-2017 IDG Customer Engagement Research
50%
55%
60%
65%
70%
75%
80%
85%
90%
2013 2014 2016 2017
Highlyknowledgeable/able to answerquestionspromptly
Familiar withyour particularline of business
Well suitedto speak at yourlevel within theorganization
Contactsyou withinyour desiredtimeframe
Info. givenis specific towhere youare in thepurchase cycle
Knows basicinfo. aboutyou and yourorganization
77%
89%
76%
73%
69%67%
Exec. IT 90%IT Mgmt 92%IT Pro 81%Biz Mgmt 89%
Q. How do the following actions by a vendor impact the likelihood you will purchase a solution about which you have downloaded or consumed information?
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Continue the Conversation
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