Mark Osborne explains how to navigate a buying committee where different stakeholders want different things. Technical influencers care about interoperability while the main decision maker has other priorities, and you need to address both without losing sight of who actually decides.
And the other thing that we see so often in the B2B space is, you know, you're not presenting to one person, you're presenting to a buying committee. That buying committee's got, you know, different stakeholders with different points of view and perspectives. There's often a technical influencer and they want to get deep into how interoperable will this be with our other software. And so you have to address that question. But if you address that upfront, you bore the, you know, main decision maker. You're like,
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