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Description
This teleconference introducesForrester's new research into business technology buying behavior and features Forrester's IT decision-making segmentation. Forrester believes that there are four major decision-making styles that characterize IT purchasing: collaborative, centralized, closed, and consular. The aim of this research and teleconference is to help Technology Product Managment & Marketing professionals identify which buying style prospective customers are using and to provide clear guidance on how to best engage each archetype. Furthermore, we examine how the corporate Web site and social media can be best optimized in light of these findings.
Agenda:
- How IT departments make decisions today
- Introducing the four archetypes of IT decision-making
- How to identify and engage buyers using each buying style type
- The role of social media in each buying style
Vendors mentioned: IBM, Microsoft, Oracle, SAP
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