Page 69 - Partner Business Transformation Workshop Refresh
P. 69
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 “always buying”
• The buying cycle is no longer sequential, structured and mono-channel, but iterative and multi-channel.
Maintaining constant visibility for your Cloud offerings is fundamental to creating and cultivating opportunities
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)
