The ROI Guy

MAY 18, 2017

Here are our top three recommendations: #1: From IT to the Business From another Gartner survey, this one featuring responses from over 350 decision makers: Almost three quarters (74%) say Providers focus too much on their product features and technology, rather than the benefits.

Gartner 65

Gartner Enterprise Management Disintermediation Business 65

The ROI Guy

JULY 23, 2015

Analysts Marisa Kopec and Jennifer Ross revealed a thorough set of SiriusDecisions research at their annual event in Nashville this past May, a survey of more than 1,000 B2B executives who were involved in a significant purchase decision within the past six months and tallied 500M in B2B purchases across North America and Europe.

B2B Sales 40

B2B Sales Forrester B2B Disintermediation 40

The ROI Guy

NOVEMBER 4, 2010

IDC’s most resent customer experience survey of over 200 key IT decision makers reveals that Frugalnomics is indeed in full effect. When ranking the important factors that influence IT purchase decisions, survey respondents indicated that economic factors once again reign. Content may indeed be king.

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

The ROI Guy

DECEMBER 6, 2010

In a recent survey by IDC, 24% of buyers indicated that the sales reps are not prepared for presentations at all, 30% indicate that they are somewhat prepared , and only 29% indicate that they are well prepared. The invitation often coming after key decisions have already been made.

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

xiQ

AUGUST 8, 2015

Specious talk about disintermediation of salespeople obscures the real issues facing firms. The marketing–sales relationship now tops the agenda of concerns in a survey of B2B executives. Buying is a continuous and dynamic process. Sales people are not disappearing, but buying processes and therefore sales tasks are changing.

Sales Management 62

Sales Management Work Management Marketing Management AIDA 62

xiQ

AUGUST 8, 2015

Specious talk about disintermediation of salespeople obscures the real issues facing firms. The marketing–sales relationship now tops the agenda of concerns in a survey of B2B executives. Buying is a continuous and dynamic process. Sales people are not disappearing, but buying processes and therefore sales tasks are changing.

Sales Management 48

Sales Management Work Management Marketing Management AIDA 48

The ROI Guy

MAY 19, 2015

These findings directly contradict the other analyst findings that b-to-b sales reps’ roles and importance are declining due to a disintermediation by B2B marketing and digital resources. In a survey of almost 300 firms, 65% of content spending was wasted. While the other half saying t the content wasn’t good or useful.

Disintermediation 40

Disintermediation Planning B to B Marketing Proposals 40