Infographic: The Four Ways Companies Buy IT and How to Sell to Them

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

This infographic is based on IDC’s 2012 IT Buyer Experience study. It shows how buying teams are structured, how long decisions take, top influencers, and key expectations of vendors. IT sellers can align their sales and marketing activities to these behaviors to help expedite the sales cycle.

For additional resources on the study, including a webinar, click here

IDC IDG Infographic Sales Tech Buyer


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