The New Rules Of Enterprise Tech Buying

Q1. Could you start by giving us a brief overview of your professional background, particularly focusing on your expertise in the industry?

I’ve spent close to two decades at the intersection of business insights, analytics, and Market Research for Enterprise IT & ITES Clients. I’ve led large analytics teams for multi-billion-dollar portfolios, mainly focused on sales operations, GTM strategy, Executive Dashboarding, Market and Competitive Intelligence, and BI solutions for global tech firms like Dell and HP. Over the years, I’ve helped transform how companies use data to drive Sales growth, Customer Segmentation, Change Management in terms of IT infrastructure for Data operations, Quota Deployment, GTM Strategy, pipeline health, pricing intelligence, Market Sizing, and Competitive analysis. So, I’m someone who likes to turn complex tech and data puzzles into simple, actionable insights that move the top line.

Q2. What major trends are shaping enterprise tech buying decisions today—cloud migration, AI-readiness, or cost optimization?

All three are in play, but the weighting shifts by who’s buying and where they are in their digital maturity. Cloud migration remains a top priority because legacy infrastructure is still hindering agility. AI-readiness has shot up the list; however, it's not just about experimenting with AI pilots,…