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Forrester conducted a short survey in September 2020 to take the pulse of technology buyers about what types of content and formats matter most to them while working remotely and facing tougher business choices. We discovered that tech buyers found “business models and ROI analysis” to be the most useful forms of information during the pandemic. This finding underlines the value buyers get from seeing data-backed information about the before-and-after value your customers receive from your products and services coupled with the thinking about the dynamics of the business case that went into the justification.
During this webinar, hear from Forrester vice president and principal analyst Laura Ramos on the best ways to get the most out of the business value data developed in a Total Economic Impact™ (TEI) study and how to enhance your go-to-market strategy with examples from your customers. Listeners will also hear how marketers use their TEI data and models to tell a more impactful and credible story about how their solutions help their customers demonstrate a positive return on their investment.
Key takeaways:
Target audience level: beginner and intermediate
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Read this report to learn how to create marketing content that is more empathetic to buyers by including data-backed analysis that lends credibility to your perspectives and by showing you understand customers’ issues and share their concerns.
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