We show them through product demos but to get them to that point, you need to engage them and educate them. The buyers today are actually doing a lot of work on their own. They’ll do 50-60% of research before they even want to talk to a person from a vendor.
So from a content standpoint, you need to somehow convey that, whether it’s a website, information books, infographics or those types of things, in an engaging way to get their interest in terms of features.
Now on the sales cycle, they really want to move and get involved, bring multiple parties and stakeholders into the meetings and really see what it can do and what’s important to them there. Everybody thinks their organization is unique.
So different types of internal systems integrate with them and we really need to understand so that really can be done when you’re doing a product demo.