The average technology purchase takes just over two years, with buyers exhibiting consistently high levels of interest and engagement throughout the entire buying cycle.

Decision-makers consider a need for new technology early, and often.

In the first “needs assessment” stage of a technology buying cycle, 76% of decision-makers are heavily involved.

Over 52% of decision-makers already have potential vendor candidates in mind before reaching out to sales.

Enlightened Tech Buyers will only consider a new vendor 20% of the time when evaluating a business technology purchase.

New customer acquisition can be accelerated by communication and content.

Better targeting, consultative, personalized approaches and customer education is an effort both marketing and sales can own.

Winning new clients requires alignment in customer communication and content development and sharing:

Creating an ongoing dialogue with influencers an decision-makers is a crucial team effort to be led by both marketing and sales.

No matter the buying stage, consistent engagement with committee members is key. Decision-maker engagement throughout the technology purchasing path.