Beneath the Surface - TECHconnect Bangalore 2015
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Transcript of Beneath the Surface - TECHconnect Bangalore 2015
Taking a Deeper Look at Today’s Empowered Tech Buying Process
Beneath the Surface
So what’s beneath the technology purchasing surface?
We surveyed 3800+ technology decision-makers globally.
Engineering Operations
IT
Finance
Accounting
Project Management
Support
Sales
Business Development
Marketing
Purchasing
External Consultants
Navigating the New Buying Committee
4+ Functional groups
can be involved at each stage
2 to 4 Pieces of content
at each stage of the purchase journey
70%
Users
41%
Decision-making Body
77%+ of professionals
buyers look outside the buying committee
for opinions
8 in 10 51%
of decision-makers sought input on technology
solutions from end-users
The Power and Influence of End-users
25%
(% who shortlisted a “new” vendor)
78%
of buyers require education to sustain or make a change to their IT ecosystem
The Power of Post-purchase Engagement
40%
50%
60%
70%
80%
90%
Needs Specs/Funding Vendor Choice Implementation Management Renewal
Hardware for End-users Software for End-users Hardware for Data Centers Software for Data Centers
Go Deep.
Target beyond the ITDMs to reach all of the decision-makers.
Go Wide.
Reach the end-users who influence the purchase.
Go Beyond the Sale.
Actively market and educate to retain your customers business.
Conquering Complexity : Key Takeaways