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Digital Transformation & the IT Decision Making Process

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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

DIGITAL TRASNFOMRATION
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
https://www.fourquadrant.com/b2b-digital-business-transformation/

IT SPENDING RESEARCH
https://www.fourquadrant.com/go-to-market-it-spending-research/

FREE GTM TEMPLATES
https://www.fourquadrant.com/free-marketing-templates/

GTM PROCESSES
https://www.fourquadrant.com/go-to-market-planning-templates/

GTM RESOURCES
https://www.fourquadrant.com/marketing-resource-blog/

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Digital Transformation & the IT Decision Making Process

  1. 1. Go to market resources @ fourquadrant.com Digital Transformation & the IT Decision Making Process
  2. 2. Go to market resources available @ www.fourquadrant.com Digital Transformation & the IT Decision Making Process Digital Business Adoption Source: IDG
  3. 3. Go to market resources available @ www.fourquadrant.com Digital Transformation & the IT Decision Making Process What ITDMs Value Source: IDG
  4. 4. Go to market resources available @ www.fourquadrant.com Digital Transformation & the IT Decision Making Process Building Trust & Motivating ITDMs Source: IDG
  5. 5. Digital Transformation & the IT Decision Making Process New Vendors Have an Opportunity Go to market resources available @ www.fourquadrant.comSource: IDG
  6. 6. Read the full post, B2B Digital Business Transformation @ /b2b-digital-business-transformation/ Marketing Automation Buyer’s Checklist https://www.fourquadrant.com/go- to-market-planning-templates/marketing-automation-buyers-checklist/ Go to Market Resources @ fourquadrant.com Go to Market Charts for Sales @ fourquadrant.com/go-to-market-charts-marketing/ Free Downloads @ fourquadrant.com/free-marketing-templates/ Go to Market Insights @ fourquadrant.com/go-to-market-planning- templates/ Go to Market Resources From Four Quadrant for Sales & Marketing

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