Be Careful to Identify Key Decision Makers in IT Purchase Process

©IDG Communications, Inc. Photo contributed by Matthew Mikaelian.

IDG Connect Research

There are more cooks in the kitchen during the buying process than ever before. IDG Connect research has found that on average 10 people contribute to a purchase decision ranging from IT to finance and business leader. In the “rule of three,” IDG Connect’s Bob Johnson recommends that marketers focus on the top three functional areas and pick the three most important value propositions for them.

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