Published: 25 January 2019
Enterprises with flexible, cooperative and measured technology adoption traits are team-oriented planners that will accommodate emerging business needs. This research provides technology product marketers with insight into the buying behavior of FCMs and recommendations on engaging effectively.
Included in Full Research
- FCM Profile Overview
- Address an Identified Business Need — At the Right Price
- Focus on Targeted Outreach, Possibly Using ABM, to Generate Demand
- Build Trust With FCMs During the Buying Cycle
- Success Leads to Advocacy, but FCMs Are Quick to Move on When Results Do Not Meet Expectations