G2

“What we've done, we've automated it now whenever somebody gives us a score of a nine or a 10 in our NPS, and we wrote just a little widget that comes into the application, the next day they get an email from our marketing team that says, hey, you know, awesome…”

“We changed it to G-II, the world's largest software marketplace where You know, over ten million business buyers go to it every month to find the right software for them.”

“Perhaps more startling, 67% of companies usually engage a salesperson after they've already made a decision.”

“Just in the first half of this year, it's higher than we've ever seen. On average, a 124 software products per company.”

“At some point, when your contract is about to expire, or the customer is saying, I've been working with your product for a while, renewal is coming up, 60% are going to be watching other companies and checking to see if they should stay with you.”

“We saw dips in software spend immediately following COVID, and now in Q two, we just surpassed the highest software spend per employee that we've seen at G two to date.”

“One in five buyers prefers to buy from someone other than you. A third party marketplace, a bar, a value added reseller.”

“Only four percent of buyers trust traditional analysts and market research firms the most when they're making decisions.”

“82% of enterprises, a thousand employees or more, are saying, I don't need more than six months to make a decision.”

“Even better, in our survey, 55% of buyers said they're going to spend more next year as well.”

“What they do unanimously say, 86% of the people we surveyed look to peers and peer reviews to inform their decisions.”

“There are tremendous learnings and insights from sixty million software buyers on gto.com every year, and so that's what I'm going to talk about today, is sharing some of those key takeaways and what they mean for you, whether you sell to small business or ent…”

“One in three buyers prefers to buy complimentary products from the same company.”

“And 81% of respondents said, I need to see an ROI in six months or less.”

“55% of buyers say that they need less than three months to make a decision of 20,000 dollars or more.”

“From G-II's data, we've seen that the average mid-sized company last year had a 111 SAS applications, and we're estimating that by next quarter, that's gonna rise to a 119.”

“You know, our finance team last year took our 12 page contract, made it three pages. I can't tell you what an impact that had on our business. Less legal reviews. Less red lines. Deals get done quicker. We don't have deals dying at that legal stage, which some…”

“Ultimately for us, we want to make it a more Google-like experience, and shame on me saying what everyone's been talking about the last couple of months, chat GPT type experience, where you're really looking at What is best for me?”

“57% of software contracts now are six months or less.”

“India is the global outlier. 69% of software contracts are six months or less.”

“We've seen a 60% rate of where people are saying decision makers are changing either always or frequently.”

“71% of buyers said that stakeholders are added to the buying process either always or frequently, and that's an 11 percentage point increase since twenty-twenty-one.”

“So we see 55% of software buyers buying software over 20,000 dollars. They can transact in three months or less.”

“53% of buyers most often now are buying SAS with a credit card, and the enterprise is coming up pretty quickly as well. 48% of people in the enterprise say they most often buy with a credit card.”

“From our study, the top five things holding back buyers, four was content.”

“Most categories have anywhere from 50 to a 150 products, so there's a lot of competition out there, and that's a challenge for buyers.”

“I need software that's easy to implement, I need to get a quick ROI, and I need it to be easy to use. And this has been pretty consistent in our buyer study. You know, year on year, these are the top three attributes that are driving buyers' decisions.”

“When the study came out late last year, it's now six months. So buyers want to see from signing a contract to six months, they want to see positive ROI.”

“They're going to LLMs first. So that, that has been a significant shift. What they do is they first, they go to the LLMs for their research process, their discovery process. And what we're seeing is that they're, they really do trust it. And so when they cite …”

“And surprisingly in that same report, the fast, the fastest people to switch are enterprises. Usually enterprises aren't the ones that adopt it first, but that is what the data showed us is that enterprise were first movers here and they were doing it because …”