What is changing?

Power has swung to the buyer:

Business “buyers” are more experienced. They have purchased and implemented multiple automation solutions and are better placed to control their own destiny.

Business buyers are more educated than before. They not only have a greater collective experience, but have access to limitless information via the internet.

Business are more in control, and do not have to wait until the end of a quarter, for example, to see how they’re doing. Their use of current technologies and processes enable them to better manage business, in real time, and they are able to react faster to business change. This means they do not have to go through budgeting processes in the same ways and can employ a much shorter term “wait and see” strategy. This has profound implications for how we sell to them.