The Big Themes:

• Speaking the Same Language: Decision-makers accelerate change by embracing industry and vertical cloud with vendors who can understand the transformation of their industries to co-create to grow the business.
• Buyer Motivations Are Shifting: Vendors need to understand the expectations of today's companies to fulfill promises to ensure they can deliver on the benefits to customers.
• Features and Function, Not Pricing: Not a new concept. However, decision-makers in the marketplace are experiencing a level of change behind technology-driven features for their P&L.

The Big Quote: "…I do think if there's a shift in…who actually sits around that, that boardroom table, I think there's a substantial shift there today, and an exciting one actually for a lot of companies, as long as they can adapt to it."

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