Selling Tech: The Bottom Line on Line-of-Business Decision-Makers

Selling Tech: The Bottom Line on Line-of-Business Decision-Makers

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Digitization has changed the way companies do business as well as how they go about buying the technology they need to stay competitive. Clients are doing online research before bringing partners into the buying journey and are involving more people in the decision-making process. This Report examines the expanding role of B2B line-of-business (LOB) decision-makers and how partners can help them navigate the changing digital economy and landscape.

 Takeaways for Your Business

  • Gain insights into the characteristics of the three types of technology buyers and what motivates them.
  • Review the best strategies for reaching LOB decision-makers throughout the sales journey.
  • Learn the three key elements in positioning yourself as the LOB’s trusted adviser.

About the Authors

Theresa Caragol, CEO of TCC – Achieve Unite, is an accomplished channel chief, entrepreneur, consultant, speaker and author. A recognized information technology thought leader, she directs her company to help enterprises “achieve performance partnering” while building successful indirect channel and strategic alliance programs that accelerate revenue growth.

Kathryn Rose, CSO of TCC – Achieve Unite, is an award-winning author and speaker on sales and online marketing topics.  For seven years, she was a successful marketing consultant, creating engaged communities totaling more than 3 million fans, followers and connections for clients.

Sponsored By

Channel Partners EvolutionAs end customers evolve, so must solution providers. And that’s what Channel Partners Evolution, Sept. 25-28 at the Austin Convention Center, is all about. We’re talking hot new techs — including a tightened focus on the evolving digital services market — innovative business strategies, insightful speakers and more.


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