In the past, when organizations would consider making large infrastructural or software investments, the process involved an extensive research process followed by continuous back and forth between the parties who were proposing the investment and the decision-makers. In fact, the buying process could take anywhere from months to years.
But those were different times.
With the pace of business today and the various business models in market, decisions can be made in a fraction of the time.
The Evolution of the Software Procurement Process in the B2B Space
Due to the material advancements in software in the past decade or so, there have been key changes to the “software buying experience” in the corporate world. They can be summarized as follows:
- The introduction of the SaaS (software-as-a-service) model now allows potential buyers to experience free trials, which lessens the guesswork and risk of the final decision.
- The accelerated