Customers change. What you knew about them yesterday may not be true today. We’ve all spent time mapping the organisation and key decision makers, at all levels of the organisation. We’ve built rapport with our contacts and understand that getting to know them at a personal level can be beneficial to a good relationship. But how much do we really know about the way their business operates now and what they will need next, without asking them directly and looking pushy?
Like it or loathe it, these new regulations have certainly moved many customers to invest in data compliancy, in varying degrees. When a company like Google hits the headlines with a massive fine for non-compliance, many customers will naturally ask themselves if they are on track, safe or still legal… has the elephant in the room got a seat at the table?