Who influences your enterprise customers’ and prospects’ technology purchasing decisions?

icon-social-media-blue.jpgThere is much speculation about the role of telecommunications and IT analysts in the enterprise tech purchasing decision, especially in the context of the rise of social media. There is also great angst among AR professionals about whether they need to start adding bloggers to their portfolio. Unfortunately there is more speculation than hard data in all of these discussions. So what should AR teams do? It’s simple: 

            Ask tech buyers, especially your customers, 
            about the role of influencers in purchasing.

As we have said multiple times in multiple ways, it is very important for AR teams to survey their customers on the role industry analysts and others (e.g., management consultants, press, bloggers and so on) play in providing information and advice for purchasing decisions. Alas, if it was only as easy to execute this suggestion as to say it. Well, there might be a way to get this information with relative little Continue reading

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