The market survey shed light on the decision-making process of multi-site and single-site customers. For single-site customers, 50% of companies make purchasing decisions at the business level rather than the operating or functional level. For multi-site customers, 78% of purchasing decisions are made on a national level.
Factors that have a strong influence on buying decisions also vary between single-site and multi-site customers. 60% of single-site customers cite return on investment as a key buying factor. For multi-site customers, 40% agree that cost and value-for-money are the key buying factors.
Single site customers
Multi-site customers
Single site customers
Multi-site customers
Using the findings uncovered by the market survey, Alexander Group worked with the client to implement sales battle cards that are unique to each customer segment, create a needs assessment and account plan template, and develop formal customer success plans to highlight the ROI of the client’s software products.
To enhance the success of the client’s sales process, we:
Alexander Group understands your revenue growth challenges. Since 1985, we’ve served more than 3,000 companies across the globe. This experience gives us not only a highly sophisticated set of best practices to grow revenue—we also have a rich repository of unique industry data that informs all our recommendations. Aligning product, marketing, operations and finance efforts behind a successful sales organization takes insight and hard work. We help the world’s leading organizations build the right revenue vision, transform their organizations and deliver results.