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. 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 primary 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 forward.