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One Microsoft Way
Founded in 1975, Microsoft (Nasdaq "MSFT") is the worldwide leader in software, services and solutions that help people and businesses realize their full potential.  Microsoft will disclose the specific market availability at a later date, to be determ...
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Mark Paine of ...
Mark Paine of Gartner used his research to show how traditional inbound sales techniques such as telesales were giving way to better customer communications generally with a better informed customer also providing impetus to sales.
He said that selling to the new type of customer would be a challenge, with some 45% of IT spend already decentralised and rising.
Managed Services and Hosting Summit
Featured Gartner analyst Mark Paine will be delivering the morning keynote presentation at the Managed Services and Hosting Summit 2015 on trends in buying behaviours for purchasing products and services from Gartner's Tech Go-to Market: The B2B Customer Buying Cycle for Technology Products and Services report (1).
At the Managed Services and Hosting Summit on 17 September 2015 in London, featured Gartner analyst Mark Paine will explain the results and
Featured Gartner analyst Mark ...
Featured Gartner analyst Mark Paine will be delivering the morning keynote presentation at the Managed Services and Hosting Summit 2015 on trends in buying behaviours for purchasing products and services from Gartner's Tech Go-to Market: The B2B Customer Buying Cycle for Technology Products and Services report.
will explain the results and implications of this buying shift and give guidance on how to approach the problem in terms of what to sell, who to sell it to and how.
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Mark Paine, Partner Manager, Microsoft
The keynote from Mark Paine ...
The keynote from Mark Paine of Gartner talked of the nexus of forces - mobility, big data, cloud -combing to force new ways of thinking…. and marketing.
Customers need to know who you are and how to find you, he suggested.
And this means suppliers such as ISVs need to look beyond the product, re-evaluating routes to market.
A key test for any supplier on this differentiation - can an ISV replace its sales messaging with that of a competitor?
If this still works, the ISV needs to change and get more focus in its message.
With individuals and whole sections within enterprises bypassing traditional IT departments, ISVs have to work out how to engage with these new buyers, Mark Paine