This IDC Web Conference discusses deal making in the world of outsourcing (also referred to by a variety of other names, including hosting, managed services, and cloud), which is faced with customers whose needs are dramatically changing and that are looking to ensure that they have an optimal sourcing strategy that spans both traditional and cloud services options. Using feedback from more than 300 U.S. enterprise users, IDC believes that the primary impacts of changing buyer needs will shape an outsourcer's ability to sign and win deals, whether renewing or pursuing, as well as shape the structure of the outsourcing industry in the future.
Key areas that are being impacted involve the optimal structure of suppliers that buyers prefer, top requirements of providers, renewal rates by markets, financial structure and objectives, and substitution with newer delivery options referred to as cloud services. IDC will show that success in deal making across outsourcing markets will require vendors to meet elevated customer expectations, incorporate strategic capabilities, establish strategic positions in the market, and ensure transformation to new markets.
In particular, this presentation and discussion of customer deal-making strategies highlight the following:
- How will renewal strategies impact sales opportunities and revenue potential?
- How will financial expectations of customers impact outsourcers and the outsourcing industry?
- How will customer sourcing strategies impact the approach outsourcers need to take to ensure success of deal making?
- How will customer view of cloud services as an option to outsourcing impact provider opportunities?
- What will be the structure of the outsourcing industry, and what are the winning characteristics of providers?
The Web Conference will conclude with a set of IDC recommendations and guidance on how vendors can optimize deal opportunities.
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