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用户上传 更多免费报告请查看研报客
2019
B2B Buyers
Survey Report
Research Shows Buying Committees
Engaging And Rewarding Agility And
Relevance Of Potential Solution Providers
SPONSORED BY
SURVEY REPORT
用户上传 更多免费报告请查看研报客
83% of B2B buyers often accelerate or put
purchase decisions on hold based changing
business needs and/or priorities.
Introduction
Over the course of eight years, Demand Gen Report’s annual B2B Buyers Survey
has spotlighted the ever-changing needs and expectations of the different
stakeholders in complex purchasing decisions. This year is no different, with
the annual survey data showing that buyers are engaging earlier with sales and
conducting many of the key steps in their path to purchase to support a more
agile approach to selecting new solutions.
The study, which surveyed more than 250 senior-level B2B executives, found
that 83% often accelerate or put purchase decisions on hold based changing
business needs and/or priorities. Of that number, 39% said that they “strongly
agree” with that statement. While the survey ultimately supported that B2B
buying cycles are still lengthy and involve several stakeholders, the increasing
focus on agility in the process underscores the reality that buying journeys are
not a linear, predictable funnel.
The B2B executives surveyed strongly stated that solution providers need
to make a first impression with ads and websites, but also be responsive at
all stages and ensure they are in front of prospects at all points to create a
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