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What Motivates Security Minds to Buy

Top Barriers to Changing Products

Ten obstacles gauged product purchasing inhibitors. “Current product is the system standard,” “new product offers insufficient improvement for switching,” “long-term relationship with current supplier” and “perceived risk” were expected to prevail. But “insufficient info for product comparisons” was picked more often. When the impact of 10 categories of supplier-provided educational information was measured, including training, Webinars, whitepapers, etc.,

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