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A Practical Lead Gen Solution to Today’s Problem of Connecting IT Buyers to the Right Vendors at the Right Time

Businesses/end-users and vendors alike need a better way to connect with each other at the right time as everyone’s time is too valuable to waste looking for information that should be available at their fingertips. These are the exact problems that the DCIG Lead Generation programs based on the DCIG Buyer’s Guides are designed to solve.

The world of IT has changed. IT staff no longer necessarily spend weeks, days or even hours configuring and managing computer technology. Rather they spend most of their time simply researching and just figuring out what computer gear they are going to buy next because they are, for the most part, buying technologies and solutions that may cost tens or hundreds of thousands of dollars if not millions.

Making the situation worse, when they are in this exploration and research stage, much of the information they need is difficult to access and discern. While it may be available on the “web,” it is rarely in a format that is easy to digest. Consider:

  • Websites and blogs rarely contain the level of in-depth information they need to move from product evaluation to product testing and buying.
  • Vendor sites may contain this product information but, in registering to view that information, results in unwanted sales calls from the vendor since users are not looking to buy, just educate themselves.
  • Analyst firms make this information available but you have to pay to access it and too often the information is not that much better than what is available on vendor websites.

Maybe the worst part of the current IT evaluation and procurement process is that IT staff spends a great deal of time (up to 80%) researching products and solutions to solve a narrow scope of business problems. It would be much more helpful if they could spend more time studying and learning the business, understand its specific technology needs and then quickly research ad identify products that most closely align with them.

However users are not the only ones frustrated by this process. So are vendors. The last thing they want to do is call on someone who is neither an influencer nor capable of making a buying decision nor someone who is “just looking.” The way they make money is by selling products and solutions to those businesses that are actively looking to buy.

This is the big problem that both buyers and sellers in the business-to-business (B2B) space face today:

There is no effective way for businesses to quickly and efficiently communicate where they are in the buying process and in what products they are interested. Neither is there any means for vendors to connect with these buyers at the right time with the right products that match their needs when they are in the buying cycle.

Businesses/end-users and vendors alike need a better way to connect with each other at the right time as everyone’s time is too valuable to waste looking for information that should be available at their fingertips. Businesses ideally only want to talk to vendors when they are ready for more specific research and/or information in anticipation of testing a product or making a buying decision. Vendors ideally only want to talk to businesses when the business is near making such a decision.

These are the exact problems that the DCIG Lead Generation programs based on the DCIG Buyer’s Guides are designed to solve. Through its multiple outreach efforts (blogs, email campaigns, advertising, trade shows, etc.,) DCIG regularly contacts IT managers, IT decision makers and system and storage architects, administrators and engineers and makes them aware of the DCIG Buyer’s Guide. Once they identify the most appropriate DCIG Buyer’s Guide or Guides for their organization, they may download them free of charge. In this way they have the exact information they need at their fingertips to quickly make a thorough and informed buying decision about the exact technologies they want and need.

In exchange for DCIG providing these Buyer’s Guides free of charge, DCIG only asks each of these individuals to provide some basic contact information that is then shared with vendors. The value of this approach is that the buyer is only being contacted by vendors who represent products that they are actually interested in after it has been established they are actually buyers of these products. Vendors also derive value from this approach since they are no longer calling people out of the blue with no clue as to what products they are interested in.

In short, businesses get the information about the technology they want when they want and need it. Vendors connect with businesses during the period of time that businesses are researching and looking to buy. In this way, when they reach out and contact a business about their product, the business is receptive to their call since it is relevant to their current business process.

The bottom line is that vendors are primarily calling on businesses that have an interest in buying. Similarly, individuals in businesses only get calls from vendors about products/technologies that they are actively looking to acquire.

In this scenario, both buyers and sellers save time and money. Businesses streamline their technology acquisitions with better information using the DCIG Buyer’s Guides to first acquaint themselves with the products and help justify their buying decisions. Sellers shorten the selling process and reduce the time calling on people who are not receptive to their calls.

If you are a buyer/business, go to the DCIG Buyer’s Guide page to download the free Technology Buyer’s Guide that you need on the technology topic that you are researching. DCIG has Buyer’s Guides on multiple topics to include backup appliances, backup software, midrange arrays, unified storage and tape libraries to name just a few.

Conversely if you are interested in acquiring the names of the individuals downloading these Buyer’s Guides, feel free to reach out to DCIG at 844-324-4552 (DCIGLLC) and press 1 to speak to someone at DCIG or you may alternatively email DCIG at sales@dcig.com. 

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Jerome M. Wendt

About Jerome M. Wendt

President & Lead Analyst of DCIG, Inc. Jerome Wendt is the President and Lead Analyst of DCIG Inc., an independent storage analyst and consulting firm. Mr. Wendt founded the company in September 2006.

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