HOW TO REACH IT BUYERS ACROSS INDUSTRIES A COMPREHENSIVE GUIDE FOR IT MARKETERS 1 www.spanglobalservices.comTable of content Who is an IT Buyer?................................................................................................03 7KHPRVWLQ?XHQWLDOIDFWRUVWKDWLQ?XHQFHDEX\LQJ GHFLVLRQIRU%%?7%X\HUV 7KHWRS?7SURGXFWVDQGVHUYLFHVWKDW ?7EX\HUVGHFLGHWRPDNHSXUFKDVHV What are the Stages of the IT Buying Process?..................................................04 $YHUDJHWLPHWDNHQLQPRQWKVWRFRPSOHWHDEX\LQJSURFHVV What are the Behaviors of the IT Buyer?.................................................06 'L?HUHQW UROHV RI WKH ?7 %X\HU"  6QDSVKRWRIWKHLVVXHVIDFHGE\WKH?7EX\H

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