This finding, drawn from the 2024 Gartner B2B Buying Behaviour Study covering 1,400 B2B decision-makers across the Asia-Pacific region, represents a fundamental challenge to the traditional sales-led go-to-market model that many B2B organisations in APAC still rely upon. If your potential customer has completed 73% of their decision-making journey before your sales team speaks to them, the content, digital presence, and brand authority signals that shaped their thinking during that 73% are the true determinant of whether they consider you at all — not the quality of your initial sales call.
This report maps the APAC B2B buyer journey in 2024 with the specificity that marketing and sales leaders need to design content programmes that influence the 73% of decision-making they are currently not present for. It analyses the specific content types, platforms, and authority signals that APAC B2B buyers consult during their anonymous research phase, the regional variation in buyer behaviour across Australia, New Zealand, Singapore, Malaysia, Taiwan, and India, and the Invisible Influence strategy that positions LVRA clients as the brands that APAC buyers find, trust, and shortlist during the critical pre-vendor-engagement window.
APAC B2B Buyer Journey 2024 — Key Metrics
Section 1: The APAC B2B Buyer Journey — Understanding the 73% Window
The shift from a sales-led to a buyer-led purchasing process has been documented across global B2B markets for over a decade. But the 2024 data from APAC markets reveals a buyer autonomy dynamic that is more pronounced than in equivalent European or North American markets — reflecting the specific combination of digital infrastructure maturity, professional social network development, and cultural preference for peer-validated decision-making that characterises the Asia-Pacific business community.
The 27% vendor engagement point means that, for the average APAC B2B decision, the buyer has completed two-thirds of their evaluation before a sales representative speaks to them. They have defined their problem, identified potential solution categories, shortlisted 3-5 vendors through independent research, formed preliminary views about which vendors are credible and which are not, and in many cases pre-determined a preferred option that the vendor engagement merely confirms. The sales conversation that the vendor believes is the beginning of the selling process is, from the buyer's perspective, often a near-final validation step.
1.1 The APAC Buyer Journey Stages — 2024
Source: Gartner B2B Buying Behaviour Study APAC 2024; Forrester B2B Marketing & Sales Alignment Report APAC 2024; LVRA APAC B2B Content Strategy Research Q1–Q2 2024.
1.2 What Is Happening During the 73%
The anonymous research phase of the APAC B2B buyer journey is not passive browsing. It is active, systematic evaluation conducted by a buyer (or, increasingly, a buying group) with specific objectives at each stage. Understanding the specific activities that constitute this 73% is the foundation of designing content that shapes buyer thinking at each stage effectively.
At the problem definition stage (0-15% of the journey), the buyer is not yet consuming vendor content — they are articulating and validating an internal pain point, often through industry reports, executive conversations, and board-level discussions. The brands that are influential at this stage are those whose thought leadership content — market intelligence reports, industry benchmarking studies, trend analyses — has already been consumed by the buyer before the specific problem was formally identified. This is the compounding advantage of consistent thought leadership investment: it shapes a buyer's mental model of what good looks like in a category before they enter an active evaluation.
At the solution category and vendor identification stages (15-45%), the buyer moves to active digital research. They search on Google, browse LinkedIn, consult peer networks, and visit review platforms. The content they encounter at this stage determines which vendors make their longlist — and the vendors whose content is absent, generic, or unconvincing are eliminated from consideration before a sales team is ever aware they were being evaluated.
Section 2: Regional Buyer Behaviour — APAC Market Variation
The 27% vendor engagement figure represents an APAC average that obscures meaningful variation across individual markets. Understanding the specific buyer behaviour characteristics of each APAC market that LVRA serves — Australia, New Zealand, Singapore, Malaysia, Taiwan, and India — is essential for designing content programmes that are calibrated to the specific research behaviours and trust dynamics of each market's B2B buyer population.
2.1 Australia & New Zealand — The Independent Researcher
Australian and New Zealand B2B buyers exhibit the most autonomous research behaviour in the APAC region — engaging vendors even later in their journey than the APAC average (at approximately 31% in Australia, 29% in New Zealand). This reflects a combination of digital infrastructure maturity that makes independent research very accessible, a professional culture that values self-directed decision-making, and a relatively small business community where peer referral networks are highly developed and trusted.
The implication for content strategy in Australia and New Zealand is that the pre-engagement window is longer than the APAC average — creating a more extended opportunity for thought leadership content to shape buyer thinking before vendor contact. ANZ buyers also exhibit a particularly strong preference for original data and proprietary research: 71% of ANZ B2B buyers report that industry research and data-backed content is the most influential type of content in their vendor evaluation process, compared to 58% for the broader APAC market.
LinkedIn is the dominant professional content platform for APAC buyer research in Australia and New Zealand, with 78% of ANZ B2B buyers citing it as a primary source of vendor and market intelligence. The LinkedIn thought leadership investment documented in our earlier APAC market analyses — executive-level content, data-backed industry analysis, client case study amplification — is therefore particularly high-value in these markets relative to the APAC average.
2.2 Singapore — The Sophistication Market
Singapore's B2B buyer population is arguably the most digitally sophisticated in Southeast Asia — a reflection of the city-state's extraordinary human capital concentration, its status as the regional headquarters for hundreds of global enterprises, and an educational system that produces some of the highest rates of professional qualification in the world. Singapore B2B buyers engage vendors slightly earlier than the ANZ cohort (at approximately 34% of their journey) but apply a higher standard of content quality evaluation during their research phase.
The defining characteristic of Singapore B2B buyer research behaviour is the premium placed on global benchmarking data and international best practice references. Singapore buyers are acutely aware that their business operates in a global context, and they respond most strongly to content that places Singapore market challenges within a broader regional or global perspective — rather than purely local case studies that may not reflect global performance standards. Content that references global research, provides APAC-wide data that contextualises Singapore performance, and draws on international expert perspectives consistently outperforms purely local content in Singaporean B2B marketing programmes.
2.3 Malaysia — The Relationship-Digital Hybrid
Malaysia's B2B buying behaviour in 2024 reflects a distinctive hybrid of digital research and relationship-driven decision-making that differs from both the more purely digital ANZ model and the more purely relationship-dependent traditional Southeast Asian procurement model. Malaysian B2B buyers engage vendors at approximately 38% of their journey — slightly earlier than the APAC average — reflecting a procurement culture in which personal relationship and peer referral play a meaningful supplementary role to digital research.
For content strategy in Malaysia, this hybrid dynamic means that LinkedIn relationship building — connection requests, comment engagement, and thought leadership that creates visibility within Malaysian professional networks — is as important as website SEO and digital content quality. A vendor whose senior representative is visible and active within Malaysian professional LinkedIn communities, sharing insights that are specifically relevant to Malaysian business challenges, has a relationship presence advantage that purely digital content cannot replicate.
2.4 Taiwan — The Technical Depth Market
Taiwan's B2B buyer landscape in 2024 is heavily influenced by the technology and semiconductor sectors that anchor the economy — creating a buyer population with exceptionally high technical sophistication and a corresponding demand for content depth that many international vendors struggle to provide. Taiwanese B2B buyers research longer than almost any other APAC market (engaging vendors at approximately 24% of their journey), consume the most technical content per decision, and place the highest premium on case studies and references from comparable Asian technology companies rather than Western market examples.
The specific content investment that generates the most value in the Taiwanese B2B market is technical depth: detailed product documentation, implementation case studies with specific technical specifications and performance data, and white papers that demonstrate genuine technical authority rather than surface-level product positioning. Taiwanese B2B buyers are, in the experience of LVRA's Taiwan market clients, the most technically demanding audience in the APAC region — and the most rewarding when content meets their standards.
Source: Gartner B2B Buying Behaviour Study APAC 2024; LinkedIn B2B Buyer Research APAC 2024; Forrester APAC Marketing Survey 2024; LVRA Market Intelligence Analysis Q2 2024.
Section 3: The Content That Wins the 73% — What APAC B2B Buyers Actually Read
The content that influences APAC B2B buyer decisions during the anonymous research phase is not simply 'more content' or 'better content' in the abstract — it is specific content types, delivered through specific channels, that address specific buyer concerns at specific stages of the decision journey. The Gartner 2024 APAC buying behaviour research, combined with LVRA's own content analytics across our APAC B2B client portfolio, provides a detailed picture of what actually moves buyers during the 73%.
3.1 Content Effectiveness by Stage — The APAC Framework
Source: Gartner B2B Buying Behaviour Study APAC 2024; LVRA Content Performance Analytics APAC Q1–Q2 2024; Forrester Content Marketing APAC Survey 2024.
3.2 Thought Leadership vs. Product Content — The 3.2x Conversion Premium
One of the most commercially significant findings in LVRA's 2024 APAC content analysis is the 3.2x conversion premium associated with thought leadership content — content that provides genuine market intelligence, strategic perspective, and educational value — over product-focused content in the early-to-mid journey stages. This finding is consistent across all six APAC markets in our analysis and aligns with the broader global research on buyer content preference.
The mechanism is straightforward but consistently underweighted by organisations that measure content ROI on short timeframes. Thought leadership content — industry reports, trend analyses, executive perspective pieces, data-driven frameworks — reaches buyers during the problem definition and solution category research stages, when they are not yet looking for a vendor. It builds brand familiarity and positions the producing organisation as a knowledgeable, trustworthy resource. When those buyers subsequently enter the vendor identification stage, the organisation whose thought leadership they have already consumed has a credibility advantage that no amount of product marketing can quickly replicate.
The 3.2x conversion premium manifests at the shortlist stage: APAC B2B buyers are 3.2x more likely to shortlist a vendor whose thought leadership they have previously engaged with than an equivalent vendor they encounter for the first time at the vendor identification stage. This is not a subtle advantage — it is the difference between being on a shortlist and not being on it. And it is built in the 0-45% of the buyer journey when most vendors' sales teams are completely unaware the buyer exists.
3.3 The 6.7 Content Pieces Threshold
The finding that APAC B2B buyers consume an average of 6.7 pieces of content before making first vendor contact has specific implications for content volume and architecture. A content programme that produces 4 pieces of content per quarter is, statistically, insufficient to reach the consumption threshold that correlates with first-contact intent for the majority of APAC buyers in any given category. A content programme that produces 8-12 quality pieces per quarter — distributed across the buyer journey stages and content formats that the research identifies as most influential — creates the content density that increases the probability of a buyer reaching the 6.7-piece threshold within the organisation's content ecosystem.
The critical qualifier is 'quality pieces.' The content AI proliferation documented in Report 12 has dramatically increased the volume of B2B content available in most APAC categories — but has not increased the proportion of that content that meets the standard of original insight, data-backed authority, and genuine educational value that APAC buyers respond to. Six generic AI-produced blog posts and one genuinely insightful industry analysis with original data will reach the 6.7-piece threshold more effectively than twelve generic pieces, because the insightful piece generates the brand authority signal that makes the accompanying six pieces credible.
Section 4: Building the Invisible Influence Programme — LVRA's APAC Content Architecture
The APAC B2B buying behaviour data in this report leads to a specific strategic conclusion: the most commercially valuable marketing investment for B2B organisations in the APAC region in 2024 is not more outbound sales activity — it is an Invisible Influence Programme: a systematic content and thought leadership architecture that shapes the buyer's mental model during the 73% of the decision journey that occurs before vendor contact.
At LVRA, we define an Invisible Influence Programme as a content system that operates across three layers: a strategic layer (the positioning, messaging, and perspective that determines what the brand stands for in its category), an authority layer (the research, data, and expert credibility that makes the strategic perspective trustworthy), and a distribution layer (the channels, platforms, and amplification mechanisms that ensure the authority content reaches buyers during their anonymous research phase). All three layers must be present and coherent for the programme to generate the pre-contact influence that the 73% window represents.
4.1 The Strategic Layer — Positioning for the Pre-Contact Phase
The strategic layer of an Invisible Influence Programme begins with a clear answer to a question that many B2B organisations have never explicitly resolved: what is the distinctive point of view that our brand holds about the problems our target audience faces, and how does that point of view differ from conventional wisdom in our category? This is not a product positioning question — it is a thought leadership positioning question. The answer shapes every piece of content produced, because it determines whether the content sounds like a vendor marketing itself (invisible to buyers in the problem definition phase) or a knowledgeable perspective worth hearing (influential in every phase before vendor contact).
The strongest strategic positions in APAC B2B thought leadership in 2024 are those that take specific, defensible stances on contested questions in the market — positions that are informed by real data and real client experience, that challenge prevailing assumptions, and that give the audience a genuinely new way to think about their problem. The LVRA Almanac you are reading is an expression of this principle: we are not summarising what everyone already knows about digital marketing and lead generation. We are providing the specific market intelligence and strategic perspective that LVRA's work across nine markets generates — insight that no other single source provides in the same way.
4.2 The Authority Layer — Research, Data, and Credibility
The authority layer is where thought leadership investment is most commonly insufficient. Many B2B organisations in APAC produce content that expresses strategic perspectives — but without the original research, proprietary data, or demonstrable practitioner expertise that makes those perspectives credible rather than merely opinionated. In 2024's content-saturated APAC B2B environment, perspective without evidence is background noise. Perspective backed by original data is authority.
The authority signals that APAC B2B buyers in 2024 weight most heavily in their vendor evaluation process are: original market research and proprietary data (cited by 71% of APAC buyers as a primary credibility signal), verified client outcomes with specific metrics (cited by 68%), practitioner author credentials and demonstrated expertise (cited by 64%), analyst or industry recognition (cited by 58%), and peer or community endorsement through professional networks (cited by 54%). An Invisible Influence Programme that systematically builds evidence across these five authority dimensions over a 12-month content programme creates the kind of institutional credibility that converts pre-contact awareness into first-vendor-shortlist status.
4.3 The Distribution Layer — Reaching Buyers During Anonymous Research
The most sophisticated content programme generates no influence if it does not reach buyers during their anonymous research phase. The distribution layer of an Invisible Influence Programme is the systematic set of channels and amplification mechanisms that ensure content reaches target buyers at the moments and in the contexts where they are most receptive to it.
Distribution Priority 1 — LinkedIn organic thought leadership: The primary distribution channel for reaching APAC B2B decision-makers during their professional content consumption. Executive-led personal posts with data-backed perspectives, amplified through employee advocacy programmes, consistently outreach company page posts by 3-7x in the APAC LinkedIn environment.
Distribution Priority 2 — SEO-optimised long-form content: The channel that captures buyers during active Google research on solution categories and industry challenges. The content that ranks in position 1-3 for a buyer's specific research query at the solution category stage (15-30% of journey) has a disproportionate influence on vendor shortlisting.
Distribution Priority 3 — Industry publication partnerships: Published articles in credible APAC business and industry publications — BRW in Australia, Tech in Asia in Singapore, Marketing Interactive across APAC — reach the segment of B2B buyers who consume professional media as part of their industry intelligence gathering, with the authority signal of third-party editorial credibility.
Distribution Priority 4 — G2 and Capterra review optimisation: The review platforms that buyers consult during the vendor identification stage (30-45% of journey) are the closest a B2B brand can get to being present in the buyer's peer consultation. A strong G2 profile with recent, detailed reviews from named clients in relevant APAC industries is a distribution mechanism as important as any paid channel.
Distribution Priority 5 — Email newsletter authority building: For APAC B2B buyers who subscribe to industry newsletters — a significant segment across Australia, Singapore, and Taiwan especially — a consistent newsletter that delivers original market intelligence builds the recurring presence that accumulates over the 73% pre-contact window.
Section 5: Content Formats for APAC B2B Authority Building — What Works in 2024
The content format landscape for APAC B2B thought leadership in 2024 reflects the specific media consumption patterns and information processing preferences of professional buyers across the region. Understanding which formats generate the most authority-building and consideration-influencing impact — and in which market contexts — is essential for content budget allocation.
5.1 The APAC B2B Content Format Performance Rankings
Source: Demand Gen Report B2B Content Preferences APAC 2024; LVRA Content Analytics APAC Q1–Q2 2024; CMI B2B Content Marketing Report APAC 2024.
5.2 The APAC B2B Webinar — The Highest-Conversion Mid-Journey Format
Webinars have earned a distinct position in the APAC B2B content format landscape that their global counterparts do not always replicate — because APAC B2B buyers are among the highest webinar attendance demographics in the world, particularly in Singapore, Australia, and Taiwan, where professional development culture and time zone accessibility to regional content makes synchronous educational webinars a natural content consumption format.
The webinar performs best at the initial vendor evaluation stage (45-60% of the buyer journey), where it serves as a live demonstration of the producing organisation's knowledge depth, practitioner expertise, and ability to engage substantively with the specific challenges the buyer faces. A webinar attendee who has chosen to spend 60 minutes with a vendor's experts during their research phase has made a substantial voluntary engagement commitment — one that generates the pre-contact familiarity and trust that converts to shortlist status at a higher rate than any passive content format.
LVRA's APAC webinar benchmark data shows that webinar registrants who complete the full session convert to sales-qualified lead status at a rate of 23% — compared to 6% for equivalent content download engagements. The webinar is not simply a content format; it is a lead qualification mechanism that identifies the 23% of the content audience that is ready for vendor engagement by the voluntary commitment of attending a full session.
5.3 The Original Research Report — The Authority Multiplier
Among all content formats available to APAC B2B organisations in 2024, the original market research report generates the highest sustained authority-building impact. A well-designed research report — surveying 100-500 relevant industry professionals, analysing their responses against industry benchmarks, and publishing the results with editorial context and strategic interpretation — creates content assets that serve at every stage of the buyer journey simultaneously: as SEO-driving long-form content, as social media data story material, as webinar topic anchor, as email newsletter foundation, and as sales enablement asset for the 73% post-contact phase.
The investment required to commission an original market research report in APAC in 2024 is accessible for mid-market B2B organisations. A 100-respondent online survey through a panel provider, professionally analysed and designed into a comprehensive report, can be produced for AUD $12,000-25,000 — an investment that generates 12-18 months of content distribution value across every channel in the Invisible Influence Programme. The LVRA Almanac is itself an example of this principle applied at institutional scale: original data, market intelligence synthesis, and strategic perspective compiled into a comprehensive report that builds authority across every market we serve.
Section 6: LVRA's APAC Content & Thought Leadership Practice
LVRA Global's Content & Thought Leadership practice for APAC B2B clients is built around the Invisible Influence Programme architecture documented in this report. We design, produce, and distribute the thought leadership content that positions our clients as the authoritative voice in their category during the 73% of the buyer journey that precedes vendor contact — building the pre-contact brand familiarity and authority that translates into shortlist inclusion and, ultimately, closed revenue.
Section 7: Strategic Recommendations — APAC B2B Content Priorities for 2024
Recommendation 1: Map Your Content Against the 73% Window — Identify the Gaps
The most important strategic action for any APAC B2B marketing team in 2024 is a content audit conducted specifically against the buyer journey stage framework in Section 1 of this report. Map every piece of content your organisation currently produces against the eight journey stages in the table. Identify the stages where you have no or minimal content presence. For most organisations, the critical gaps are at the problem definition stage (0-15% — where pre-problem-identification thought leadership creates the earliest brand impressions) and the solution category research stage (15-30% — where educational content determines which solution categories the buyer considers). These are the stages with the lowest content competition and the highest potential influence on shortlisting outcomes.
Recommendation 2: Commission One Original Research Report in the Next 6 Months
If your organisation has not published an original market research report in the past 24 months, this is the single highest-authority-building content investment available in 2024. The research does not need to survey thousands of respondents or require an enterprise-level budget — a 100-150 respondent survey on a specific, well-defined question that is genuinely interesting to your target audience generates the original data that differentiates your content from the AI-produced generic analysis that is flooding the APAC B2B content environment. Commission the research, publish the report with rigorous analysis and strategic interpretation, and build six months of content programming from the findings.
Recommendation 3: Activate Executive LinkedIn Before Increasing Content Budget
The research in this report consistently shows that personal executive LinkedIn content outperforms company page content by 3-7x in reach and by a significantly higher margin in trust and authority signals. If your senior executives are not actively publishing thought leadership content on LinkedIn — data-backed perspectives, market commentary, client insight without attribution — you are leaving the highest-ROI content distribution channel in the APAC B2B environment underactivated. Invest in executive LinkedIn content development before increasing any other content production budget. The compounding authority of consistent executive LinkedIn presence builds the pre-contact brand equity that makes every other marketing investment more effective.
Recommendation 4: Build Your G2/Capterra Profile as a Content Distribution Mechanism
B2B brands in APAC that treat G2 and Capterra as administrative listings rather than active marketing channels are missing the highest-intent buyer touchpoint available at the vendor identification stage (30-45% of the journey). A G2 profile with 50+ recent, detailed reviews from named clients in APAC industries is not just social proof — it is a content distribution mechanism that surfaces your brand to buyers who are actively searching for solutions in your category. Implement a systematic review acquisition programme: automated post-delivery email requests to happy clients, personalised outreach from account managers, and G2 incentive campaigns that reward review completion. Target 10+ new APAC client reviews per quarter as a minimum content distribution investment.
Recommendation 5: Design Your Content Programme for 12-Month Compounding — Not 90-Day Campaigns
The most common content marketing failure in APAC B2B organisations in 2024 is treating content as a campaign activity — a burst of content production around a product launch or event, followed by a quiet period — rather than as an infrastructure investment that builds value over time. The 73% pre-contact buyer journey operates over weeks and months, not days. The thought leadership content that influences a buyer's shortlisting decision in Q4 was published in Q1 or Q2. The SEO authority that puts your organisation in position 1-3 for a buyer's Q4 research query was built over 12-18 months of consistent publication. Design your content programme for 12-month compounding: consistent publication cadence, systematic distribution across the buyer journey stages, and patient measurement against authority-building metrics (search ranking improvement, backlink acquisition, share of voice in industry publications) before short-term conversion metrics.
Conclusion: The Pre-Contact Advantage — Winning the APAC B2B Buyer Before They Call
The APAC B2B buying landscape of 2024 is one in which the majority of vendor selection decisions are substantially determined before a single sales conversation takes place. The 73% of the decision journey that occurs in the pre-contact phase is not a barrier to selling — it is the most important selling opportunity available to B2B organisations in the region. The brands that invest in being present, credible, and genuinely useful during that 73% are the brands that get on shortlists. The brands that invest only in the 27% post-contact phase are spending their marketing budget on buyers who have already formed their views.
Building the Invisible Influence Programme that shapes buyer thinking during the pre-contact phase is not a quick win — it is a 12-to-24-month strategic investment that requires consistent content production, rigorous authority building, and patient distribution across the channels where APAC B2B buyers conduct their anonymous research. But the returns, when they arrive, are structurally different from the returns of outbound-only marketing: they are compounding (each piece of content builds on the authority of those that preceded it), they are passive (the content works while the sales team sleeps), and they are self-reinforcing (high-authority content attracts the inbound inquiries that make outbound activity more efficient by filling pipeline with pre-warmed buyers).
At LVRA, we build Invisible Influence Programmes for B2B organisations across Australia, New Zealand, Singapore, Malaysia, and Taiwan that are calibrated to the specific buyer behaviour, platform preferences, and content standards of each market. The competitive advantage of beginning this investment in 2024 is real and measurable. The cost of waiting is the 73% of buyer decision-making that goes on without you.
Sources & Methodology
This report draws on the following primary and secondary data sources, referenced as of Q3 2024:
Gartner B2B Buying Behaviour Study APAC 2024: Vendor engagement timing, anonymous research duration, content consumption patterns
Forrester B2B Marketing & Sales Alignment Report APAC 2024: Buyer journey stage analysis, content effectiveness by stage
LinkedIn B2B Buyer Research APAC 2024: Platform usage by market, content preference by stage, executive content performance
Demand Gen Report B2B Content Preferences APAC 2024: Content format effectiveness, webinar performance benchmarks
CMI B2B Content Marketing Report APAC 2024: Content strategy maturity, budget allocation, measurement practices
G2 Buyer Behaviour Research 2024: Review platform usage in APAC B2B evaluation process
IDC APAC B2B Technology Buying Behaviour 2024: Decision-making unit composition, buying group dynamics by market
LVRA APAC Market Intelligence: Proprietary analysis of B2B buyer behaviour across AU, NZ, SG, MY, TW markets, Q1–Q2 2024
LVRA Global Client Analytics: Aggregated, anonymised APAC B2B content programme performance data, Q1–Q2 2024
LVRA Global Intelligence Reports are produced for informational and strategic planning purposes. All performance benchmarks represent averages based on LVRA client data and published research. Individual results vary by industry, market, content quality, and programme configuration. Client data is aggregated and anonymised.
Sources
· Grand View Research: Lead Generation Market Size, Share & Trends Analysis Report, 2023
· HubSpot State of Marketing Report 2023
· Forrester B2B Marketing & Sales Alignment Survey 2023
· Sopro B2B Lead Generation Statistics 2023
· LinkedIn Marketing Solutions: B2B Benchmark Report 2023
· Bombora Intent Data: Category research signal data, Q1–Q3 2023
· Gartner B2B Buying Behaviour Survey 2023
· SalesLoft & Outreach.io Platform Benchmarks 2023
· LVRA Global Client Analytics: Aggregated, anonymised campaign performance data across eight markets, 2023