The 2022 Momentum ITSMA Customer Buying Index (CBX) – Wave 2
'Forging a Clear Path for Growth' outlines all of the findings survey and offers recommendations for solution providers and B2B marketers who seek to drive sustained growth.
Article
ABM
Momentum ITSMA Staff
November 21, 2022
Forging a Clear Path for Growth, The Momentum ITSMA Customer Buying Index 2022, Wave 2 examines changes in enterprise buyer behavior during a time of economic uncertainty and marketplace disruption.
CBX® focuses specifically on the purchase of complex, high-value strategic solutions—from strategy and process consulting through a multitude of different technology-based offerings.
In terms of demographics, CBX concentrates on trends and changes inside the world’s largest organizations across North America, EMEA, and APAC. We ask senior executives what has changed and why.
Many large enterprises are incorporating the lessons learned from the pandemic into how they do business. However, as that crisis fades, business executives face other challenges that are disrupting business. From an economic perspective, rising interest rates, inflation, attracting and retaining talent, and supply chain disruptions complicate the decision-making process. Additionally, the social-political-environmental landscape – such as lingering effects from the pandemic, geo-political tensions, and disasters brought on by climate change – add another layer of challenges for buyers to navigate.
Even as executives struggle to cope with this heightened uncertainty, they seek to forge a clear path to growth. From the research, we have identified three key takeaways for solution providers and B2B marketers to consider when developing content to reach buyers:
These are just a few highlights from CBX® study, wave 2. The full report, Forging a Clear Path for Growth, The Momentum ITSMA Customer Buying Index (CBX) 2022, Wave 2, outlines all of the findings. It is available at no cost to Growth Hub members. To find out if your company is a Growth Hub member or to inquire about membership, contact luisa.jones@momentumitsma.com.
'Forging a Clear Path for Growth' outlines all of the findings survey and offers recommendations for solution providers and B2B marketers who seek to drive sustained growth.
Article
If there is one finding from the latest wave of our CBX™ that has resonated more than any other, it's this: the average size of a buying team for a $3m+ technology investment is 14 people. Find out who is buying and how to communicate with them.
Article
With both buyer and seller teams working remotely in a virtual world, and with so many parts of the buying process now automated, the landscape of enterprise sales today is unrecognisable to that of a decade ago.
Article