Technology Purchase Process Read the full post, The Technology Purchase Process @ fourquadrant.com/the-technology-purchase-process/ Role & Influence Of The Technology Decision Makers, Recommenders & Influencers Research analyzes The Technology Purchase Process: - who is involved in the tech purchase process - how the tech buying cycle differs by the technology being purchased - how the digital-first mindset is affecting these changes. KEY TAKEAWAYS There are on average 21 individuals involved in influencing technology purchases - LOB gaining ground 37% state that Tech Purchases are for Additions 6 month is the average Enterprise (non SaaS) Tech Purchase Process length Tech content sites are the top sources referenced by tech purchasers 62% of tech buyers expect more detailed information that is specific to their business, use case and needs from a sales call 53% of tech purchases were with an existing vendor VIEW THE DECK NOW ================================ Additional Go To Market Resources From FOUR QUADRANT Read the full post, The Technology Purchase Process @ fourquadrant.com/the-technology-purchase-process/ Marketing Automation Buyer’s Checklist fourquadrant.com/go-to-market-planning-templates/marketing-automation-buyers-checklist/ Go to Market Resources @ fourquadrant.com IT Spending Research @ fourquadrant.com/go-to-market-it-spending-research/ Free Downloads @ fourquadrant.com/free-marketing-templates/ Go to Market Insights @ fourquadrant.com/go-to-market-planning-templates/

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Technology Purchase Process

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Technology Purchase Process
Drivers of New Technology Purchases
Source: IDG

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Technology Purchase Process
Average Number of IT Influencers in Technology Purchases
Source: IDG

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Technology Purchase Process
The Average Length of a Technology Purchase
Source: IDG

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Technology Purchase Process
Content Consumed During the Technology Purchase Process
Source: IDG

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Technology Purchase Process
Content Relied Upon in Technology Purchases
Source: IDG

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Technology Purchase Process
Technology Sales Call Expectations
Source: IDG

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Technology Purchase Process
Technology Purchases – New Vendors & Existing Vendors
Source: IDG

9. Technology Purchase Process
Why New Vendors Are Sought for Techology
Source: IDG

10. Read the full post, The Technology Purchase Process @ fourquadrant.com/the-
technology-purchase-process/
Marketing Automation Buyer’s Checklist fourquadrant.com/go-to-market-
planning-templates/marketing-automation-buyers-checklist/
Go to Market Resources @ fourquadrant.com
IT Spending Research @ fourquadrant.com/go-to-market-it-spending-
research/
Free Downloads @ fourquadrant.com/free-marketing-templates/
Go to Market Insights @ fourquadrant.com/go-to-market-planning-
templates/
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