Make no mistake, “every company in every industry is being disrupted … every company is basically becoming a tech company,” says McBain. But the technology decision making is no longer the sole domain of IT. In fact, according to McBain, 65 percent of all tech decisions are being made by line-of-business buyers, and he expects that number to rise to 80 percent in a few years.
“Gone are the days where we sit behind RFPs, and have these long-running consulting projects that lead up to major projects. There’s so much going on now that selling and marketing is starting to look like B2C, business to consumer.”
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