It is well known that big businesses have established processes for considering new suppliers of communications and IT services. It is generally assumed that smaller businesses are much less sophisticated. But what does that really mean for marketing and selling to them?
Innovation Observatory specialises in helping ICT providers to understand their customers, and to find new ways of selling and marketing to them. To support our work we have been surveying UK businesses to get a really good sense of what they buy, and how they buy.