Insights on Enterprise Buying Behaviors
by Hélène Pielmeier, Donald A. DePalma, Fred Hollowood
December 03, 2014
December 03, 2014

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Without enterprises needing translations to succeed internationally, the language services landscape would be very different. LSPs depend on these buyers for their livelihood, so they constantly seek information to better service them and sell to them more effectively. They want to know what these corporations expect of suppliers, how they measure them, and when and why they hire and fire translation vendors.

In this data report, Common Sense Advisory presents the findings of an in-depth survey conducted in May and June 2014 with 73 enterprises that buy translation services. We synthesize what it means for language service providers.

This research will help executives at LSPs with useful information that they can use to adapt their offering, sales strategies, and client service models to client needs. In this report, we cover:

  • Buyer Profile. We describe survey respondents, their organizational structure, and the content types they pay to have translated.
  • Sourcing Practices. We present how buyers distribute the work among LSPs, the length of the typical relationship, and how buyers find and hire vendors.
  • Buyer Requirements. We outline expectations that buyers have of their suppliers and identify the reasons for firing a translation vendor.
  • Implications. We highlight basic elements to consider to ensure you target the right prospects for your organization.

  • Industry Providers
  • Technology Vendors
Download an extract of this report

Pages: 34

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