|“A unique and compelling analysis of the technology purchasing process from two perspectives – those buying and those selling.”
“These findings throw an interesting light on the present reality for many sellers and their expectations.”
“”After cost, the reason given by a half of users for eliminating sellers was that proffered solutions did not match need. This is a finding that should set alarm bells ringing for those selling technology – how are so many getting it so wrong?”
“The findings should come as a shock to sellers because buyers report that they are engaging much later in the cycle than they realise.”
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