This document discusses trends in how customers are accessing content and applications, and provides guidance on how to adapt sales strategies accordingly. It notes that revenue from mobile applications is growing rapidly as users access more content through apps on mobile devices. It also discusses different generational groups and their preferences around technology. The document then provides recommendations for how to understand customers' needs and guide them through the purchase decision process, including asking diagnostic questions, understanding usage profiles, focusing on benefits rather than technical details, helping customers envision potential, and providing options without overwhelming them with too many choices.
9. The web is quickly moving from a web of content to
a web of applications. And the market for mobile
applications is growing at a frenetic rate.
Analyst firm Gartner is predicting that revenue from
applications will grow from $4.2 billion in 2009 to
$29.5 billion in 2013.
And this proliferation of widgets, gadgets and apps
looks to dramatically change the way we access
content as we bypass more and more search engines
on our way to reaching our choice of content.
19. Baby Boomers
Survey: What is the one thing you
would not give up?
• 50+ year olds: my car
• 18-49 year olds: my cell phone
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