Page 9 - BOSC-P V4.1

What Changes Are You Observing?

1. More decision makers (CEB = 5.4)
2. IT now under finance division
3. Longer sales cycles
4. More research / savvy
5. Hardware to software led
6. Focus less on technology and more on

business outcomes
7. From CapEx to OpEx
8. Increasing commoditisation