|
|
Customers Define Solutions One Way, Vendors Another; Result- No Sale!Product Type: Market Research ReportPublished by: IDC Published: April 2006 Product Code: R104-26641 Description
This IDC Insight examines the key challenges behind solutions and solution selling for IT vendor organizations based on interviews, surveys, and related submissions provided by sales and marketing executives at some of the leading firms in the IT industry. We explore the issues in selling solutions and highlight a few of the metrics used to measure success. Please refer to the companion piece entitled Solution Sales Metrics for Improving Sales Productivity (IDC #201068, April 2006) for a more comprehensive discussion of sales metrics. Table of Contents
Table of ContentsIDC Opinion In This Insight Situation Overview Customers' Needs Are Changing The Buying Process Just Got More Difficult Figure: Current Vendors' Understanding of the Requirements for Respondent's Industry Sector Vendors Respond A New Sales Model Needed Better Metrics as a Tool for Managing Sales Future Outlook Beyond Solutions Essential Guidance Learn More Related Research |
|
||||||||
MindBranch has been the leading provider of industry and investment research from more than 550 independent research firms since 1992. With over 90,000 market research reports, MindBranch is your trusted source of competitive business intelligence. |