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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

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  • 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.

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