Life always is so much more interesting than one suspects. Consider the conventional wisdom that enterprise buyers are spending more time than they used to making communications decisions.
Arunas Chesonis, PAETEC CEO, says sales cycles now are shorter than they were three to six months ago. "People are being forced to make decisions much faster," he says. A client was looking at buying an MPLS network. The chief information officer said he was going to make a decision in about 10 days.
"Typically, you'd see something like that goes 60 days before they make a call," says Chesonis. "I can't quantify exactly for you how fast people are making decisions, but the economic pressures are absolutely affecting sales cycles on operating type services, something that would affect operating expense.
"If you're talking CapEx, a lot of these people are just deferring the decision till later this year, early next year, they're trying to conserve cash just like a lot of folks that are out there," he adds.
Lots of executives say sales cycles are stretching out. But Chesonis may be on to something.
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