VARs, how are you enabling your Customer Xero Moments?

Posted by Anand on Feb 2, 2012 5:01:00 AM

Accordning to SiriusDecisions, 70% of the B2B buying process happens online. This online engagement with customer could happen on your website, your social network presence, on Google search results or on a mobile app or even your vendor partners websites. When customers start to buy, they start to get educated on these outlets.

When the customers are most interested in learning about your products and services and are actively trying to find information, those moments are called Customer Xero Moments. These omoments can happen face to face or online. More and more, these moments are happening online and that too without your sales rep involvement.

So what kind of information are your providing during those customer xero moments? Is your prospect able to find the relevant information about your business?


Topics: Customer Xero Moment