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Digital Transformation & the IT Decision Making Process
Read the full post at https://www.fourquadrant.com/b2b-digital-business-transformation/
A Guide to Engaging IT Decision-Makers in the Digital-First Age
CHALLENGE: The impact of technology has never been greater. Marketers must understand the digital priorities of their customers to provide the right educational assets throughout the sales cycle.
93% of organizations have plans to pursue digital 93% business transformation, however, a majority remain stuck in the exploration stage
Marketers can partner with their customers along this digital transformation journey
View the Deck to See What ITDMs Are Saying About:
- How is the purchase process evolving with the adoption of new technology?
- Understand the digital priorities customers to provide the right educational assets throughout the sales cycle.
- Digital transformation is putting more emphasis on the role of technology in driving business forward
- Digital business adoption
- What Are Relevant and educational resources
- What’s driving IT Strategy
- Net New Products being introduced
DIGITAL TRANSFORMATION - THE IT BUYING PROCESS
On average, how many influencers are involved in the purchase process
What roles and titles are involved in each stage of the IT purchase process
What are the changes in technology investments
DIGITAL TRANSFORMATION - FACTORS IMPORTANT TO IT DECISION MAKERS
- What factors help elevate relationships with IT decision-makers?
- How can the right content establish thought leadership?
Incumbent vendors don’t necessarily have an advantage
- The IT decision maker purchase process
- New merging vendors
- Technology investment
DIGITAL TRANSFORMATION - WHAT SALES TEAMS NEED TO KNOW
- Is your sales team aware of your customers’ preferences?
- What do IT Decision Makers say?
- What happens after relevant content is found by ITDMs?
- Challenges to locate quality, trusted information
- Factors that increase trust in online content
- Register to receive info?
Questions To Ask
- Do you have the proper marketing strategy in place to engage digital-focused buyers?
- Are ITDMs hesitant to download content?
- What ITDMs value from vendors / sales reps
- Follow-up: timing and channel
ADDITIONAL GTM RESOURCES FROM FOUR QUADRANT
THE FULL POST OF DIGITAL TRANSFORMATION
IT SPENDING RESEARCH
FREE GTM TEMPLATES