Highlights
00:14 — This episode is brought to you by the Cloud Wars Expo. This in-person event will be held June 28th to 30th at the Moscone Center in San Francisco, California.
01:04 — With years of experience, Wayne shares advice for vendor executives: Don’t ignore the economic buyer. Don’t ignore the person who benefits from whatever it is you sell.
02:06 — A major challenge involves how you’re marketing your products. Because many products are very technical, the marketing is often aimed at the person who is going to install the product. So, don’t ignore the economic buyer who is choosing your product.
02:31 — As a vendor, it’s critical to pay attention and market to the non-technical people because CIOs, for instance, be selling your product to other executives at their companies when they want to spend money.
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