When Do B2B Buyers Contact Vendors?

According to a report by 6sense, B2B buyers don't contact vendors until they are far into the buying journey and have finalized requirements.

The report surveyed 900+ people involved in B2B purchases over $10,000 in the past 24 months. 83% of buyers initiate first contact.

Buyers are 70% through their journey on average before contacting vendors. Requirements may change after contacting vendors, with 39% saying requirements were set when contacting.