81% of B2B software buyers expect to see ROI within six months
Amanda Malko · The State of Software Buying From SMB to Enterprise with G2's CMO, Amanda Malko · Dec 1, 2021 · at 20:02
Amanda Malko, CMO at G2, presents survey data on buyer expectations during a SaaStr presentation.
0:00 / 0:05exact quote · 5.5s
▶ Watch the full episode on YouTube → 720p mp4 · rendered on demand · StarZero watermark
“And 81% of respondents said, I need to see an ROI in six months or less.”
quote is from the automated transcript, cleaned for reading: filler sounds and stutters are removed, nothing is rephrased. names can be misheard (the analysis reads context, assessments check outside sources). how →
More from Amanda Malko
82% of enterprises decide on software in six months or less
“82% of enterprises, a thousand employees or more, are saying, I don't need more than six months to make a decision.”
67% of buyers only engage sales after making a purchase decision
“Perhaps more startling, 67% of companies usually engage a salesperson after they've already made a decision.”
55% of buyers decide on $20K+ software in under three months
“55% of buyers say that they need less than three months to make a decision of 20,000 dollars or more.”
20% of B2B buyers prefer purchasing via third-party marketplaces or VARs
“One in five buyers prefers to buy from someone other than you. A third party marketplace, a bar, a value added reseller.”
Only 4% of software buyers trust traditional analyst firms the most
“Only four percent of buyers trust traditional analysts and market research firms the most when they're making decisions.”
60% of software buyers evaluate competitors before contract renewal
“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.”