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The selling process for IT solutions and other B2B SaaS and products is very different than for most things that consumers buy. We call these “highly considered purchases” to distinguish the process from an impulse buy.
The purchasing organization may begin by analyzing whether they really need the technology. They may define some success metrics that the solution is expected to exceed. They develop a list of potential vendors, which is then reduced to a “short list.” Following that, there are demos, pricing discussions, and other negotiations.
If the solution is pricey and will change the way the buying organization operates (which is often the case) then there will be multiple buying influences; technical, operational, and financial members of the organization will weigh in before any papers get signed.
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