This flow was taken from Bain&Company insight about next generation of buyers and how it reshapes the go-to-market framework definition (this study is focused in the cloud computing, but abstract an open behaviours from customers). This is very helpfully to understand how to define consistent strategies focused in results. I consider the last fase the worst to manage considering the volatility era the we live. Good reading...
Read the full report on: http://www.bain.com/publications/articles/selling-the-cloud.aspx
