Trends Report

Technology Buyer Insight Study: The Expanding Role Of Procurement In The Buying Process

Vendors Need To Expand Their Knowledge Of Procurement Functions

February 17th, 2010
Scott Santucci, null
Scott Santucci
With contributors:
Eric Brown , Christina Lee , Robert Muhlhausen

Summary

With increased cost savings through more strategic implementations of spend management programs and the tremendous results being realized by global enterprises, procurement functions will be growing in scope and scale and will play an expanded role in the buying process moving forward. Sales enablement professionals should begin paying much closer attention to the reality of these organizations and start developing pattern-based plays that their sales force can run based on situational scenarios.

Want to read the full report?

Contact us to become a client

This report is available for individual purchase ($1495).

Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.