The SiriusDecisions B-to-B Buying Decision Process Framework

July 8, 2019

Decisionmaking is a cognitive process defined by psychologists as the selection of a course of action from multiple alternatives (e.g. what to eat, where to shop). John Dewey, the pragmatic philosopher and psychologist, introduced the first decision process framework for consumer buying in his book How We Think, which was published in 1910. Since then, Dewey’s framework has been adapted many times, but the five basic stages of consumer decisions remain the same: problem/need recognition, information search, evaluation of alternatives, purchase decision and post-purchase behavior.

Spotlight

Claranet

"Claranet’s IT services help our customers do amazing things. We simplify the management of IT services so our customers can concentrate on what they do best. By working with us our customers gain access to a wide range of integrated hosting, networks and communications managed services, as well as our support and expertise. Founded in 1996, Claranet has evolved from a pioneering ISP (Internet Service Provider) into one of the leading independent MSPs (Managed Services Provider) in Europe. The company has annual revenues of circa £164 million (€228 million), over 5,500 business customers, over 1,000 employees, and an international footprint in six countries."

OTHER WHITEPAPERS
news image

Cybersecurity: Experience and best practices during COVID-19 pandemic

whitePaper | July 6, 2020

With this white paper focused on the emerging cyber threat that we world is facing during the COVID-19 crisis, NETIA wish to share his experience, his initiatives and his knowledge on those topics.

Read More
news image

Fortinet Security Fabric Enables Digital Innovation

whitePaper | February 5, 2020

Organizations are rapidly adopting digital innovation (DI) initiatives to accelerate their businesses, reduce costs, improve efficiency, and provide better customer experiences. Common initiatives involve moving applications and workflows to the cloud, deploying Internet-of-Things (IoT) devices on the corporate network, and expanding the organization’s footprint to new branch locations. With this evolving infrastructure also come security risks. Organizations must cope with growing attack surfaces, advanced threats, increased infrastructure complexity, and an expanding regulatory landscape. To accomplish their desired DI outcomes while effectively managing risks and minimizing complexities, organizations need to adopt a cybersecurity platform that provides visibility across their environment and a means to manage both security and network operations easily.

Read More
news image

Cybersecurity Considerations for Distributed Energy Resources on the U.S. Electric Grid

whitePaper | October 26, 2022

To address the impacts of climate change, the U.S. electric grid will be undergoing significant changes by integrating clean energy resources such as solar and wind. These efforts will be accelerated with the recent passage of the Infrastructure Investment and Jobs Act1 and the Inflation Reduction Act.

Read More
news image

Cybersecurity Considerations in Autonomous Ships

whitePaper | October 18, 2022

The NATO Cooperative Cyber Defence Centre of Excellence (CCDCOE) is a NATO-accredited knowledge hub offering a unique interdisciplinary approach to the most relevant issues in cyber defence.

Read More
news image

What Is a Value Chain for Security

whitePaper | November 15, 2019

Cisco has architected and deploys a capability that continually assesses, monitors, and improves the security of our value chain throughout the entire lifecycle of our solutions.

Read More
news image

Unidirectional Security Gateways: Enabling Secure IT-OT Communications

whitePaper | June 28, 2022

Braking performance, corner analysis, pit stop strategy breakdowns. To watch a Formula 1 race today is as much about being an adrenaline junkie as it is being a data geek, thanks to the 300 sensors on an F1 car sending more than 1.1 million data points to the pits every second1.

Read More

Spotlight

Claranet

"Claranet’s IT services help our customers do amazing things. We simplify the management of IT services so our customers can concentrate on what they do best. By working with us our customers gain access to a wide range of integrated hosting, networks and communications managed services, as well as our support and expertise. Founded in 1996, Claranet has evolved from a pioneering ISP (Internet Service Provider) into one of the leading independent MSPs (Managed Services Provider) in Europe. The company has annual revenues of circa £164 million (€228 million), over 5,500 business customers, over 1,000 employees, and an international footprint in six countries."

Events