US EOS VOLUPTAQUID UNTUMQU IDEBIT DOLUPTIBUS, CONSED UTEM IL IN RE When asked what the vendor could have done better, one respondent asserted that companies could have given “better competitive analysis and data about why Deployment time/ease they were the best option.” Other buyers had similar comments including: “Be more sensitive towards our of use is becoming as unique needs,” and “provide better competitive analysis, better data about why equally important to they were the best option.” buyers as the price tag. Another buyer pointed out his company was looking directly to the vendor for post- purchase guidance. “The vendor could bring specific details of what to watch out for regarding integration and consulting requirements—they should have a semi- baked project plan.” Surprisingly, deployment time/ease of use is becoming as equally important to buyers as the price tag, with 80% of buyers ranking deployment/ease of use as very important, compared to 75% who ranked pricing as very important. During the evaluation stage, 63% of buyers said the vendor’s ability to demonstrate experience and knowledge within their industry was very important. What was your timeline for taking the following steps in your buying process? Under 1-3 3-6 6-12 More Than 1 Month Months Months Months 12 Months Spoke to and engaged with a sales 29% 43% 20% 5% 2% rep from the vendor I selected Collected preliminary 33% 39% 19% 7% 1% information on pricing/costs Brought in other team members to 28% 38% 17% 6% 3% help with research process Sought input from industry 19% 31% 15% 7% 1% analysts/consultants Sought input fr om peers/existing 25% 32% 18% 7% 2% users in the community Accepted outreach from vendors and 22% 41% 22% 6% 2% engaged in calls/demos Sought RFP/competitive bids/pricing 14% 37% 21% 7% 1% info from a select list of providers 2017 B2B Buyer’s Survey Report • 4