Al Morgan, Director of Solution Marketing and Dale Rensing, Porter Consulting Senior Market Analyst
Today’s buyers are highly informed, being well-served by an internet that lets them broadly research individual products. But the data deluge they encounter can also serve to confuse matters. If they have a need for speed and simplicity, they will often gravitate to predefined or pre-configured product combinations. Their needs, however, are not always simple and often involve a combination of products. In an effort to capture these customers, solution selling is more vital than ever before.