Many marketing teams in EMEA are moving away from marketing-qualified leads (MQLs) and lead-based demand gen models, towards engaging the full buying team, requiring both a shift in thinking and approach.
As a result, teams need an even better understanding of what drives an account and the unique buying teams within it. In this infographic, we’ll look at recent research to understand how individual buying team member’s role and function impact decision-making dynamics. You’ll learn how the buying team has evolved, so you can shape your content strategy to better meet the needs of all buying team members.
