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New Cloud Buyers Are More informed, More Social, and Better-Prepared

• 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)

Hungry for 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)

Need to maximize their technology

• On average, CIOs report their enterprises realize only 43% of their technology’s business potential
(Source: Gartner)

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