B2B Devices Sales/Purchase Drivers & Inhibitors Study

B2B Devices Sales/Purchase Drivers & Inhibitors Study

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B2B Devices Sales/Purchase Drivers & Inhibitors Study

The Objective of the Study

Our client is a leading global and consulting company and they were trying to understand the factors, interest and needs for buying/purchasing of B2B Devices (smartphones, tablets, notebook/laptop PC, or Chromebook). Focused on two different stand points, Group1 – purchasing & Group2 – sales.

Key Screening Points

  • Buyers/decision makers/influencers of large corporations or enterprises (defined as companies with more than 1000 employees) were targeted.

  • Knowledgeable experts about company’s operational needs and priorities underlying these mobile device purchases was our major focus.

  • Senior sales representatives at companies selling b2b devices/applications/services to these large enterprises (System Integrators, Value-Added Resellers, mobile network operators, device vendors) were targeted.
  • The expert held responsible for managing more than 250 such devices at an organizational level was our target segment.

Key Discussion Points

  • Understand whether business unit negotiate and set up contracts with suppliers directly or not. How the contract looks like?
  • Whether the contract with device manufactures arranged and negotiated at a corporate level. In this case, the devices used would be purchased at the higher level and then distributed, via requisition or some other internal fulfillment process arrange by corporate IT or purchasing.
  • Intimate knowledge on how corporate determines which mobile/computing device brands to purchase.
  • Pain points with the current supplier/corporate rules.

HBG Solution

  • Within 3-4 weeks, HBG team successfully identified, mapped, and scheduled appointments with 40 experts across the US.
  • Our team screened these experts following a 2-step validation process: -: -
    • Mapped and shortlisted experts matching the scope while using our proprietary internal database and supplementing top sources such as LinkedIn, ZoomInfo, D&B etc.
    • Validated all shortlisted profiles while screening every prospect over the phone and shared final candidature for our client’s review/ approval.
  • With 100% show rate, the HBG team ensured every screened expert joins the consultation call at the agreed appointment data and time.
  • Our team met the overall targets within the stipulated timeframe with optimum efficiency and quality.
  • HBG held responsible for running this study for European countries in the next phase.

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