For many IT vendors, sales quotas grow at an aggressive 10–15% annually. In contrast, the Asia/Pacific IT market is expected to grow at less than half this rate annually through 2013. Vendors face the added challenge of a downward trend in the yield of corporate investments on new client acquisitions. Therefore, keeping and growing customers over time has become as important as acquiring new ones — measuring "share of wallet" is more relevant than simply measuring "market share." Indeed, selling existing clients more products or services, and doing this more frequently, should be the number 1 focus of any company seeking to improve sales productivity. The total amount of money a customer can spend on IT products is a vital piece of information for planning and managing sales and marketing efforts. IDC's Asia/Pacific IT Wallet is designed to deliver this information and to help IT vendors maximize the returns on their business development initiatives.

The Asia/Pacific IT Wallet is an Excel pivot table providing clients estimates of the historical and expected technology spend of Asia's leading corporations. Segmented into hardware, software, IT services, telecommunications, and internal spend, the Asia/Pacific IT Wallet service provides IT vendors with insight into their own position — their share of wallet — within their key accounts and views into how that might change looking into 2013.

This product covers the following segments of the Asia/Pacific IT market:

• Hardware
• Software
• IT services
• Telecom services
• Internal IT spend
• Regional IT spending in Asia/Pacific (excluding Japan)

Throughout the year, this product will address the following topics:

• Customer spending trends and priorities within 39 industries
• Size and growth of IT spending by company
• Drivers impacting IT spending growth by company
• Company IT strategies and buying behavior
• Economic health of each company
• Events impacting IT spending by company

Our research addresses the following issues that are critical to your success:

1. What is the IT investment focus of my top-tier accounts? How is this expected to change, and how do I need to structure my sales and partnering strategies to align with this focus?
2. What is the growth potential within my accounts? Where can I expect the biggest return for my sales investment?
3. How can I increase my wallet share within an account — is there room for growth in my primary category of customer spend or do I have to do it by reducing competitive margins on ancillary products?
4. How can I effectively track improved share of wallet? How can I show the success of my sales team in a declining market?
5. Where is the most potential for growing my business? What are the key accounts that I need to target to most effectively increase my market share?

IDC's Asia/Pacific IT Wallet product examines the IT spend of the largest companies in the Asia/Pacific region and how their IT spend is allocated by technology. This product reviews market positioning and future direction of hundreds of Asia/Pacific companies including:

• Minmetals Development Company
• China Pacific Insurance Company
• Wistron Corporation
• Huawei Technologies Corporation
• China Unicom Limited

Throughout the year, this product will offer insight into the latest trends impacting the market.

IDC will deliver its views on spending allocations within the Asia/Pacific IT Wallet tool for the 2011, 2012, and 2013 calendar years. This deliverable will include spending estimates for more than 900 unique Asia/Pacific buying entities, plus an additional 2,000 multinational companies operating in Asia/Pacific.