• Our mission is to empower every organization to
    achieve business value from its IT investments

The Digital IT Buyer 2.0

Do Their Own Research to Educate themselvesHave Limited Trust on SellersPrefer to Remain AnonymousHave High ExpectationsHold the Power in the Buying Process

Less than 4.5%

is the chance that Telesales will get to talk to a potential customer


posted questions on social networking sites looking for feedback

Less than 3%

response rate to a cold email sent by marketing or sales team in the seller organization


of the potential buyers followed industry conversations on the topic - their education


of the Buyers engaged with a peer who had addressed the challenge


of the B2B purchase is complete before they engage with a supplier

More than 10

sources have been consulted by the buyer before they engage with a supplier

At least 12

Internet searches have been made by the buyer before they engage with a supplier

Data Sources
  • Google/Millward Brown Digital, B2B Path to Purchase Study, 2014 
  • CEB, The New High Performer Playbook, Arlington VA, 2012 
  • DemandGen Report - Breaking Out Of The Funnel: A Look Inside the Mind of the New Generation of BtoB Buyer

During the B2B sales cycle, our prospects expect to understand the business value and risks associated with our proposition. During the various stages of sales cycle, we demonstrate business value to them through:


Case Studies & References


Case Studies & References


Proof of Concept (POC), Case Studies & References


Reference visits or calls, Case Studies & References


With the changing buyer behavior, our prospects make value and risk judgement during their anonymous internet research. Our current engagement style requires a push model to influence their judgement with a positive bias. How will you get your case studies and references reach the anonymous buyer, if the buyer will trust those case studies and references ..!!


of buyers read online reviews before reaching out to a seller


of buyers trust online reviews as much as personal views


boost in sales can be achieved through reviews


increase in average order value when buyers read reviews

Data Sources
  • Survey conducted by Dimensional Research in 2013
  • BrightLocal Buyer Review Survey 2014
While many business owners do not deny the benefits of having positive online reviews, some are fearful of the effect negative reviews can have. Do not be surprised, there are several ways that negative reviews can benefit your business. Having a few of negative reviews actually make customers more likely to trust your business. Just think about it.

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