Companies have to understand that instead of mainly targeting the head buyers / CxOs reps in the companies they have to target the ones that really understand and work with their product. As big company investions have to be justified, CxOs can no longer buy what they want without justification.
They have to sell the quality of their products to the users which will then convince the CxOs who are going to do the investment.
They have to sell the quality of their products to the users which will then convince the CxOs who are going to do the investment.