Page 36 - BOSC Virtual
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What Did We Learn Yesterday?
1. Over the past two years there has been a growing and accelerating change in IT
buying behaviour
2. Cloud and Software are accelerating the commoditisation of Hardware. “customers
no longer care about the box”
3. IT is becoming much easier to buy for ‘non technical people’
4. Non-technical people don’t want to talk technical, all they want to know is “how can
you help me achieve my objectives (outcomes / KPIs)?
5. The issue that non-technical buyers have with technology vendor sales reps is that
they don’t understand their business or how they can affect their outcomes / KPIs
6. We need to change our approach and behaviour to understand the customers
business outcomes / KPIs and that starts with research and planning
