Most technology suppliers don’t think about delivering business outcomes to their customers. For years, the technology industry has delivered products and services to enable the customer to own their outcome. The book B4B profiles how the buyers of technology are changing and the industry-wide impact of new business models that are emerging as a result. No longer is the CIO/VP of IT the only decision maker for technology. Increasingly, line of business executives are involved in the selection and purchase of new solutions.
They want their technology to deliver a business outcome, and these buyers have different measures (KPIs), industry vertical expertise, and technology insights gained from the Internet. These new buyers are more confident in their own ability to make decisions and are no longer completely reliant on suppliers to point them to the right solution. So, what can suppliers do to meet the needs of this new type of buyer and help them achieve the outcomes they’re looking for?