Cloud computing
IT Buyers, Sellers, and Industry Observers

Changing the System: A Seller’s Perspective

Provider

With Timothy Chou

Do technology firms think there are ways to change the system to benefit both sides? Or are they solely concerned with expanding their margins, upselling, etc., as many CIOs believe?

Being a technology provider requires running a successful business.

I’m sure the CIO of every company in the world thinks about improving the margins of their company and selling more to your existing customer. This is true in everything from financial services to retail. Technology companies are no different.

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Posted by: Provider admin on December 8, 2010
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IDC Executive Advisory Service,
April 2010
This document covers highlights from IDC’s 2010 Buyer Experience Study including emerging buyer-seller relationship dynamics, key drivers in buyers’ IT purchase decisions and opportunities for sellers to impact buyer relationships and sales cycles.
For more information visit IDC »

IDC Executive Advisory Services,
January 2008
This report qualifies as an “oldie but a goodie” and it’s truth lives in the significant points of misalignment between IT marketing and sales organizations and the prospects and customers they work to reach and influence. It represents thought leadership from across several go-to-market-related practices at IDC and includes commentary from senior IT leaders expressed during an IDC Marketing Operations Board and Sales Leadership Board meetings, at which IDC brought IT marketing and sales executives together to share best practices, review research, and solve common problems.
For more information visit IDC »