IT Business is Changing: Different Buyers, Different Information Needs

accenture.com (Apr 24 2012)

1. As the information technology changes from today's PC-centric model to "cloud computing," every supplier of hardware, software and services will find that new fundamental business models will change the "target buyers." In the cloud, the definition of “target customer” often changes. For example, with SaaS, the center of gravity often moves from IT buyers to business buyers. As such, XaaS providers must adopt a new approach to selling that both addresses a different type of buyer and reflects a more holistic, community-oriented way of building relationships, one built around customer experience and key use cases instead of technical capabilities ...

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