Published: 12 July 2022
Enterprises more likely to regret technology decisions take more time to buy, are less likely to increase their investments, and are more likely to start down a buying path and then do nothing. Product leaders can use an understanding of regret to shorten deal cycles and improve sales effectiveness.
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Enterprises that declared a high level of regret surrounding a major technology purchase decision took seven to 10 months longer, on average, to complete that purchase compared to those with no regret.
Enterprises that are pessimistic and associate regret with most of their technology decisions are more likely to downgrade and less likely to expand subscription agreements.
Enterprises whose Enterprise Technology Adoption (ETA) profile is in one of the groups more likely to regret a purchase, cancel a higher percentage of their buying efforts (i.e., they make a decision not to buy anything).
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