Advanced Search

Save or Share this Report

For B2B Marketing Professionals

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

Vendors Need To Expand Their Knowledge Of Procurement Functions

February 17, 2010

Primary author headshot

Authors

  • By Scott Santucci
  • with Eric G. Brown,
  • Christina Lee,
  • Robert Muhlhausen

Why Read This Report

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.

Get Access

Already a Client?

Log in to read this document.

Become a Forrester Client

Customers are the new market-makers, reshaping industries and changing how businesses compete and win. Success depends on how well and how fast you respond. Forrester Research gives you insights and frameworks aligned to your role to shorten the time between a great idea and a great outcome, helping your teams win in the age of the customer. Contact us to learn more.

Purchase Report

This report is available for individual purchase ($499 USD).

Purchase

Tools And Templates

Models and Calculators

calculator icon
  • Procurement Has Become Heavily Involved In The Buying Process
  • Procurement's Involvement Is Stronger In Larger Companies

Also in Collection: Technology Buyer Insight Study

Recommended Research