For Technology Sales Enablement Professionals

Primary Analyst Photo	Document Information	Rate this Document
	February 18, 2010 Technology Buyer Insight Study: Executive Involvement In The Buying Process Changing Buying Patterns Create Opportunities For Vendors by Scott Santucci with Eric G. Brown, Christina Lee, Robert Muhlhausen	Average: 10  (1 rating)

This is an excerpt

Executive Summary

As technology extends its reach more deeply into every corner of business, conflicting demands from business units, functional heads, IT groups, and finance are forcing enterprises to change their traditional methods of buying technology — as well as how they work with vendors. Our survey of business and IT decision-makers revealed significant differences between the two groups and generally greater involvement well before the formal buying process started. Sales enablement professionals should closely examine the role that business and IT executives play in different phases of the technology decision-making process and develop new go-to-market models based on identified patterns.

This is an excerpt

Buy Risk-Free

Price: US $499

Our Service Guarantee: If you are not completely satisfied with this document, notify Forrester within 24 hours of purchase for a full refund.

Already a Forrester Client?
Log in to read this document.