CIOs and CMOs are Out…B2B Tech Buyers are the IT Decision Makers Today!

Why would you want to impress a CIO, CFO or CMO, when B2B Tech Buyers are the ones actually making the decision?

Let’s begin with, ‘Who are B2B Tech Buyers’?

They are IT decision makers who decide whether solutions, software and products purchased are in lines with the technical requirements of the company.

• For accounting software purchases they would typically be a financial officer or controller.
• For technology purchases they would typically be an IT professional.
• For sales relationship management software purchases they typically are sales managers.

While they need not necessarily be in charge of sanctioning finances, they are definitely the ones integral in influencing and selecting IT solutions. A deeper understanding into the mind of the B2B Tech Buyer is possible through the following stats.

It no longer is about influencing CFOs, CIOs and CMOs. Whether you like it or not, 89% of B2B Tech Buyers play a strategic and definitive part in the decision making process of the final purchase. 

Speak their language

Let them decide

Make them select you!

Go BYOD, Go Beyond Androids!

The Bring Your Own Device (BYOD) party is on! In many B2B sales organizations, mobile technology is revolutionizing the way sales reps work. Professionals are increasingly using sales applications such as sales portals and sales force automation, from different devices and digital technology.

With seamless usage, the major challenges however include information security and functionality and compatibility concerns with various devices. Moreover the “sexiness” of new devices need not necessarily translate to higher productivity or revenue.  

Many technosceptics say, “Just because you posses a tool or a ‘cool’ technology device, it doesn't mean it’s used effectively.” Sellers, buyers and influencers need to realign their focus from volume to value based product offering and enablement. 

B2B tech marketers need to focus not only on their corporate clients, but on their client's customer as well, as they now have a keen eye for value.

It is high time that B2B businesses taking advantage of network technology and mobile devices to add product and service value and maximize customer support. With new technology, businesses can manage workload productively, use real-time information for sales, to maximize value and improve support provided to customers and distribution partners.

The trend of BYOD goes along with the belief of most executives that, “work is not a place, work is something you do”