Disintermediation Facebook Forrester Gartner 
The ROI Guy
DECEMBER 6, 2010
To prevent complete disintermediation of sales from the prospect’s decision making process, sales professionals must be made relevant and important again to buyers. Tom’s ROI and TCO experience began in 1993 with his first entrepreneurial venture, Interpose (acquired by Gartner in 1998). They do if they are.
The ROI Guy
NOVEMBER 4, 2010
However, the importance of content and lack of priority towards direct engagements points to a troubling trend in that today’s Internet fueled, buyer controlled purchase process is disintermediating sales from the purchase process. Tom then served Gartner as a Managing VP. Gartner CIO Study Highlights Need for Outcome-Base.
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