The IT Buyer's Path to Purchase

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How do you become an IT buyer’s top choice for tech gear? With so many choices in front of IT pros, how do you stand out from the rest? Spiceworks not only gives the opportunity to reach 5 million IT pros, we’ve got a top-notch team ready to connect you with them. We can help you create smart media strategies to win the minds (and wallets) of IT buyers!

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The IT Buyer's Path to Purchase

  1. 1. The IT Buyer's Path to Purchase s Grab your audience at every stage of the journey #SpicySmarts
  2. 2. Create ads IT Buyers LOVE! Made Ya Look! Webinar (Dec. 2013) Always •  •  •  •  Be personal Drive engagement Solve problems, inspire Brand for consistent feeling Avoid •  Buzzwords •  Marketing jargon •  Stuffy corporate imagery •  Too much copy •  Hyperbole #SpicySmarts
  3. 3. Path to Purchase IT Decisions Maker’s (ITDM) buying process Awareness Scoping Planning Selecting Implementing #SpicySmarts
  4. 4. Awareness Identifying the Problem Green Guy Patrick Rapid 7 (Security) #SpicySmarts
  5. 5. Awareness Identifying the Problem Green Guy Patrick Rapid 7 (Security) #SpicySmarts
  6. 6. Results Rapid 7’s awareness campaign rocked! 3x Ad Clicks 2.2x Ad Clicks IT IT IT IT IT IT IT IT IT IT IT IT +170% Brand Mentions #SpicySmarts
  7. 7. Scoping Researching the Solution 54K Monthly Views #SpicySmarts
  8. 8. Scoping (cont’d) Researching the Solution Live Stream Show 70% turn to videos for research #SpicySmarts
  9. 9. Planning Making the Vendor Short List #SpicySmarts
  10. 10. Planning (cont’d) Nurturing the relationship #SpicySmarts
  11. 11. Planning (cont’d) Nurturing the relationship #SpicySmarts
  12. 12. Selecting Validation & Decision #SpicySmarts
  13. 13. Selecting Validation & Decision #SpicySmarts
  14. 14. Selecting Validation & Decision 6.58 hours #SpicySmarts
  15. 15. Selecting Validation and Decision IT Fixer IT Fixer IT Decision Maker & Green Guy on the SAME page with the product… #SpicySmarts
  16. 16. Selecting Validation and Decision … but now you gotta convince Mr. Money Bags #SpicySmarts
  17. 17. Selecting Validation and Decision 176 cases generated #SpicySmarts
  18. 18. Path to Purchase IT Decisions Maker’s (ITDM) buying process Awareness Scoping Planning Selecting Implementing #SpicySmarts
  19. 19. Implementing Purchase and Installation 110K Companies 290K UPS devices managed $140M Value of UPS being managed
  20. 20. Integrated Campaigns Walking side by side on IT buyer’s path to purchase Awareness Scoping Planning Selecting Implementing #SpicySmarts
  21. 21. The IT Buyer's Path to Purchase s Grab your audience at every stage of the journey #SpicySmarts

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