Buying Criteria Based On Company's Revenue

Buying criteria based on company's revenue

This is a bar chart containing three bars each representing the percent of companies interviewed in a specific revenue range.

1st bar - represents companies with revenues of $0-1 billion. This bar shows the number 100 inside of it. 2nd bar - represents companies with revenues of $1 billion-3 billion. This bar is divided into two sections - 30/70. 3rd bar - represents companies with revenues of >$3 billion. This bar is divided into two sections - 70/30.

On the top left of the chart are the words "Buying behavior by company size". Below that are the words "Percent of companies interview". Below these it shows 100%= 28 (above the 1st bar), 14 (above the second bar), and 9 (above the 3rd bar).

To the left of the chart, half-way down are the words "Buy on mid-market criteria" and at the bottom are the words "Buy on large enterprise criteria".

There is a dash diagonal line connecting the bottom right of the 1st bar with a horizontal line dividing 30/70 in the 2nd bar. The 2nd bar has a diagonal line going from the top left of the horizontal line to the right side of the bar, half-way up the section labeled 70. This shows a relationship between these sections - that the same buying criteria applies to both. The buying criteria is:

  • Right feature/functionality
  • Integrated solution
  • Attractive TCO

There is another dash diagonal line connecting the right top side of the horizontal line dividing 30/70 in the 2nd bar to the horizontal line dividing 70/30 in the 3rd bar. The 3rd bar has a diagonal line going from the bottom left to the top right of the 30 section. This shows a relationship between these sections - that the same buying criteria applies to both. The buying criteria is:

  • Right feature/functionality
  • Best of breed solution
  • Ability to scale
  • ROI
  • Strategic product path

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Updated August 14, 2015

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