What actually wins deals today, and who's in the room when it happens.
Only 35% of organizations can execute a coordinated program across the full buying committee today. Teams working from an outdated picture of that committee end up sharpening discounting and battlecards, then losing deals to something they never led with.
IDC surveyed 413 senior tech buyers to find out what moves a purchase decision today, and who's in the room when it happens. The findings challenge several assumptions most vendors still rely on.
In this Insights Report, you'll learn…
What now outranks price: The factor buyers weigh first on a new purchase, and the one that takes over on renewals.
Who's added to the committee: The new seats at the table, and which stage each one shows up at.
Where AI hands off to humans: The exact moments buyers still refuse to close without a person.
A playbook by seat: What the findings mean for revenue, marketing, analyst relations, and competitive intelligence teams.
Adapting your strategy is imperative to successfully engage your customers and grow. Download our eBook now for the steps you can take today to adapt your strategy for future growth.
Download your Insights Report now!
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