The ROI Guy

DECEMBER 6, 2010

Now, in B2B, we have seen a similar dramatic shift towards prospects taking charge of the buying cycle, using on-line content marketing, resources and tools to drive research, comparisons and purchase decisions. Tom’s ROI and TCO experience began in 1993 with his first entrepreneurial venture, Interpose (acquired by Gartner in 1998).

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Work Management Marketing Management ROI Marketing Automation Services 40

The ROI Guy

NOVEMBER 4, 2010

We call the economic buyer trend Frugalnomics, where buyers seek quantifiable proof of bottom-line impact, significant ROI, fast payback and superior value from each purchase. When ranking the important factors that influence IT purchase decisions, survey respondents indicated that economic factors once again reign.

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

Metadata

FEBRUARY 22, 2021

You have to almost just get good at answering the question without really having a quantitative Gartner report or something to point to. I think, especially if you’re selling into the SMB world, there’s rarely a lightning strike that just ignites everything. It doesn’t exist as much in the SMB.

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