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Welcome!

Welcome!. Customer 2.0: the changing nature of buyer behavior. Focus Research: Business Expertise for Everyone Scott Albro, Founder and CEO Focus.com August 4, 2010. The customer is in charge. THESIS. Focus helps more buyers make purchasing decisions than any other company in the world.

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Welcome!

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  1. Welcome!

  2. Customer 2.0: the changing nature of buyer behavior Focus Research: Business Expertise for Everyone Scott Albro, Founder and CEO Focus.com August 4, 2010

  3. The customer is in charge. THESIS

  4. Focus helps more buyers make purchasing decisions than any other company in the world WORLD CLASS RESEARCH EXPERT COMMUNITY 1:1 ANALYST SUPPORT ERP storage intrusion detection payroll marketing services phone systems … accounting software CRM benefits financial services … HR virtualization routers

  5. We have unrivaled access to real buyers and survey thousands of them each month Q: Where are you currently in your considered purchase process?

  6. It’s important to have a framework for analyzing customer behavior purchase consideration awareness “ We have a project” online “I’m just downloading stuff” “ We’ve made a decision” level of buyer activity “ We’ve shortlisted vendors” “I’m just browsing” time

  7. A long time ago buyers depended on vendors for information

  8. Now buyers source information when, how, and where they want

  9. Attention scarcity Fragmented media consumption Peer powered decisions The quest for efficiency Third parties first, vendors last The internet creates several new dynamics in the buyer community

  10. Develop a new mindset - always be helping Create value for customers w/remarkable content Reach customers with long term nurturing campaigns Run micro-campaigns out of the sales org Let sales and marketing help each other Focus on 5 best practices to more effectively target and engage today’s buyer

  11. Thank You!

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