Page 48 - Cloud Connections Event - Partner Business Models
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Who are the Cloud buyers?
• Web-centric buyers
• IT savvy executives
• Line of Business Management
• Very focused on customer references and referrals
They are independent
• On average customers progress nearly 60% of the way through the purchase decision making process before
engaging a sales representative (Source: CEB’s Marketing Leadership Council survey)
They are keen on Cloud
• The subscription web services market is forecasted to grow to $109 billion globally in 2013, up 19.6%,
originally forecasted to grow just 12-15% (Source: Gartner)
Their company’s need to maximize their technology
• On average, CIOs report their enterprises realize only 43% of their technology’s business potential
(Source: Gartner)
