How to turn Enlightened Tech Buyers into long-term customers and loyal advocates.
Once a sale has closed, today's Enlightened Tech Buyers expect their vendors to immediately begin delivering on quality, flexibility and support.
A strong post-sale strategy helps to ensure that existing customers stay happy, loyal, and eventually upsell or renew.
Prioritize post-sale experiences, troubleshooting, and support resources in your content plan.
Top resources for troubleshooting/mastering technology:
Internal IT/technology support
Internal resources/training hubs
Product adoption is just as important as the initial purchase. Marketing should help support the efforts of product and customer success so that key customer needs are met, especially when it comes to product education and locating key information.
Use post-sale engagement as an opportunity to win over end-users that will drive a higher likelihood of renewal.
Percentage of the technology buying committee who engage with vendors post-sale:
Implementation (47% of buyers)
Renewal (37% of buyers)
Customer experiences are what separate great brands apart. Being consistently present and providing value where customers are spending time - across channels, devices, and in-person will reinforce that you care about their initial needs and are committed to their long-term success.
There is addressable opportunity to improve vendor follow-up and post-sale communication.
% Rating of Average, Below Average or Poor for Help with Vendor Technology Implementation and Adoption
Vendor support ▼
Marketing can play a significant role in driving long-term customer value by leaning into post-sale challenges faced by many customers such as receiving proper training, follow-up and communication.
If you really want to enhance value for customers, your brand must deliver on, if not exceed, the initial terms and conditions that were agreed upon at-sale.
Over half of Enlightened Tech Buyers now share candid feedback on their product and service experiences via B2B product review sites. To win over the buying committee and their widening community of peers and influencers, marketers must have a presence within online forums and actively leverage feedback as part of their product and content development efforts.
Engage key stakeholders throughout the technology buying process with a clearly defined marketing strategy, powered by LinkedIn.
To learn more about how LinkedIn can help you reach, engage, and build relationships with every member of the buying committee, connect with an account representative today.