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A Day in the Life of a Tech Sales Exec: Jonathan Staff, Head of Private Cloud, Macquarie Cloud Services
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Strategic Business Initiatives The Next Conversation

A Day in the Life of a Tech Sales Exec: Jonathan Staff, Head of Private Cloud, Macquarie Cloud Services

May 7, 2024 | 3 mins

Although 2023 was a good year for Macquarie Cloud Services, customers were heavily scrutinising contracts before pushing the go button on new technology purchases.

Jonathan Staff, Head of Private Cloud at Macquarie, says the organisation felt the impact of interest rate rises, talk of recession, as well as a broad drop in consumer confidence.

The result was a protracted sales cycle where the time between customers realising they had a problem to purchasing technology to solve it blew out to around four months from between 90 to 100 days. Staff expects this to continue throughout 2024 with even more scrutiny on the cards.

CFOs and financial controllers have also been more involved in technology buying decisions, dissecting high contract values for mission critical cloud services, he says.

This is reflected in ADAPT’s recent research. The majority of 83 Australian CFOs surveyed said they were involved in…

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