HomeResearch Articles Post-Sale Customer Needs: Deliver/Initiate Phase

Post-Sale Customer Needs: Deliver/Initiate Phase

  • SiriusDecisions recently conducted a study of more than 400 b-to-b executives and users to uncover customer preferences during the post-sale customer lifecycle
  • Customers’ views of their experience and their needs in the deliver/initiate phase of the customer lifecycle may not map to providers’ priorities for interactions and content
  • In the first phase of the post-sale relationship, the customer’s role has a strong influence on the interactions and content required 
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