The ROI Guy

OCTOBER 22, 2010

According to Peter Sondergaard, SVP at Gartner, consumerization is a significant trend that will affect enterprise IT purchasing this decade and beyond. They demand coherent pitches, simplified pricing, rapid implementation and ease of use. B2B sales processes are becoming “consumerized.“ What does that mean?

Marketing Automation Services 40

Marketing Automation Services Budget Programs Marketing Automation Software 40

The ROI Guy

DECEMBER 6, 2010

The consumer is now in charge: researching specifications, configuring and customizing solutions, getting peer reviews and advice, comparing prices, and “buying now&#. To prevent complete disintermediation of sales from the prospect’s decision making process, sales professionals must be made relevant and important again to buyers.

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

6sense

FEBRUARY 14, 2022

Eric is a former Gartner and TOPO analyst who has long specialized in demand generation, digital, content, and media. As inventory moves through programmatic channels, it disintermediates the relationship between the seller and the buyer — and it makes it a lot easier for someone with fraudulent intent to step into the middle of that.

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