As James Rores from the Floriss Group mentioned during this video interview, buyers and sellers were very both very complacent when times were good. Buyers were very product-centric and were just buying stuff versus buying outcomes and impacts. Sellers only responded to these product-centric conversations versus leading a discussion around customer objectives and their considered needs. Because the value was not defined upfront, many organizations saw their technologies and solutions cut when the health crisis resulted in cash conservation. And, even more organizations are misaligned with their customers’ new priorities.
James was one of our guest experts at the June 2020 Virtual Summit. Join our community to get access to his session along with 40+ other sessions.
