As a former IT buyer and current consultant for companies using Salesforce and other cloud deployments, Geraldine Gray knows what those in the market for IT products want.
They want to be showed not only what works — but specifically where it has worked.
"Our customers love to see real life scenarios of product application through third party or user prerecorded webinars," said Gray, principal at Houston-based Endiem.
And herein lies the message to the marketer. Show, don't tell. Show how your product has worked well for customers. Get out your rock stars, and turn up the amplifiers.
CMSWire talked with Gray about IT buyer habits after IDG Connect released its report, "Connecting Conversations to Content." This is the second of a three-part series examining ways to connect IT buyers with the right marketing messages. Yesterday, Erin Bolton told us it's important to use social media.