Buying decisions in enterprises are complex. It is a panistakingly slow and long process in many cases of large enterprises. The diagram above is a very simplistic view of how buying decisions happen in enterprises. Depending on the company, business need and the size of the decision the weightage to the above percentages will change. For large buying decisions, more weightage is given to the left side and for relatively small buying decisions more weightages are given to the right side.
