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Home  > Computers and Information Technology  >  IT Administration & Services  >  Outsourcing

Customers Define Solutions One Way, Vendors Another; Result- No Sale!

Published Date: April 2006
Published By: IDC
Page Count: 8
Order Code: R104-26641
 
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Table of Contents
IDC 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
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