01
Complex Buying Decisions
Purchasing in this sector now involves multiple stakeholders, extending sales cycles and requiring a more coordinated approach to engagement.
Sector Insight
04 / 09
What we're seeing across B2B Technology & Managed Services
Our point of view
Four shifts shaping B2B Technology & Managed Services
04 / 04
02
Demand for Connected Services
Customers expect ongoing, integrated service delivery rather than isolated technology projects, shifting focus to long-term relationships and value.
03
Trust and Expertise Drive Sales
Building trust, demonstrating sector-specific knowledge, and providing evidence of results are paramount in influencing purchasing decisions.
04
Growth from New and Existing Clients
Sustainable growth relies on both acquiring new customers and identifying cross-sell opportunities within the current client base.
The Numbers
What the data is telling us
05 / 05
01
More Stakeholders in Buying Decisions
As more individuals influence purchasing, businesses need robust systems to manage complex interactions and ensure consistent communication across all touchpoints.
02
Customers Expect Ongoing Services
Moving beyond one-off projects to continuous service models requires businesses to adapt their sales and delivery processes to meet evolving customer expectations.
03
Trust and Expertise Influence Purchases
Establishing credibility through demonstrated expertise and proven results is vital for differentiation and securing new business in a competitive market.
04
Longer Buying Journeys
Extended sales cycles necessitate better tracking of marketing and sales activities to accurately attribute revenue and optimise resource allocation.
05
Visibility of Cross-Sell Opportunities
Identifying and acting on opportunities within the existing client base is crucial for maximising customer lifetime value and driving efficient growth.