Wednesday Wisdom: How Large B2B Purchases Are Different From Smaller Ones (A Report)

saraboostani

For a few months now, we've been having tons of conversations and publishing new topic-specific reports based on our B2B Buyer Experience Research. In past Wednesday Wisdom posts, we've highlighted the following topic-specific reports from the research:

1. What Research Says When B2B Buyers Reach Out to Sellers
2. Why Some Buying Journeys Are Longer Than Others
3. What Buyers Told Us About How They Make Decisions Before Contacting Vendors
4. How the Contracting Process Influences Buyer Satisfaction
5. The Great B2B Gate Debate

Today, we're suggesting another report from our B2B Buyer Experience Report series, How Large Purchases Are Different From Smaller Ones. In this report, we share what we found out in our comparison between large (over $700K) and smaller (less than $700k) purchases.

Our research showed:

• An increase of $100K in purchase price directly lengthens the buying cycle by 5 to 6 days
• Solutions with a price of $700K or more averaged 5 vendors evaluated
• Deals over $700K average 14 buying group members compared to 10 for smaller deals
• Larger deals (over $700K) see 22 interactions per buying group member; smaller deals see an average of 15
• The average buying journey length for a solution over $700K is 15 months; 25% longer than smaller deals.

The full story can be found by clicking the link below. We hope you enjoy this piece of the series!

https://6sense.com/blog/how-large-700k-b2b-purchases-are-different-from-smaller-ones/

@Kerry

Kerry

Thanks, Sara! Our big Buyer Experience Report was really full, but there was so much more to talk about. These topic-specific reports dive into the real nitty-gritty. Hope you'll check them out!