Forrester Sales Cycle Vendors Website Personalization 
The ROI Guy
JANUARY 10, 2011
IT Spending on the Rise, But Executives Remain Economic-Focused A recent IT spending survey from Forrester confirms that 2010 remained a tough year for IT. As could be expected, Forrester indicates that the majority of 2010 IT spending went to support existing operations – essentially “keeping the lights on&#.
The ROI Guy
MAY 6, 2010
Assessment tools enable vendors to engage with customers to realize and prioritize issues they may not even know they have, and provide intelligent product/solution roadmaps and recommendations. IDC: Economic Buyers, Digital Overload and Sales E. Accelerate Slow Sales Cycles with More Sales Enabl. It needs to.
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The ROI Guy
JANUARY 25, 2011
Heres our three key takeaway opportunities: 1) Buyer Facilitation versus Selling, 2) Buyers, Fueled by the Internet, Firmly in Control, 3) Most Prominent Inhibitors to Sales Achieving Quota is “Inability to Communicate Value Messages&#. IDC: Economic Buyers, Digital Overload and Sales E. The Forgotten Sales Profess.
The ROI Guy
OCTOBER 22, 2010
Although some channels are more effective than others, the survey results and advice from Harte-Hanks reveals that connecting through all of these channels are required, although allocations should be adjusted to reflect the effectiveness early in the sales cycle. IDC: Economic Buyers, Digital Overload and Sales E.
The ROI Guy
NOVEMBER 4, 2010
As a result, sales is being invited later into the decision making process, sales cycles are extending and deals are stalling. When asking over 200 IT buyers what they felt was most important part of the overall purchase process, over 1/3rd of the buyers indicated Vendor Content as key to the purchase decision.
The ROI Guy
DECEMBER 6, 2010
During the B2C Internet revolution many a vendor’s world was turned upside down by failing to recognize and invest in the fundamental shift towards empowering consumers with content and buying tools. The influence of vendors as a trusted source of information lags dramatically, at only 8.1% this year, an increase from 3.1%
The ROI Guy
JANUARY 17, 2011
Diagnostic Example: Microsoft Infrastructure Optimization Assessment Microsoft wanted to provide analysis and roadmap advice to help get more C-level engagements, engage earlier in the sales cycle, and shift customer perceptions from tactical product provider to strategic partner. IDC: Economic Buyers, Digital Overload and Sales E.
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