This IDC Web Conference provides a discussion by IDC's Randy Perry on how vendors can navigate changes and build successful market strategies. As IT purchasing decisions shift from the CIO to line-of-business (LOB) executives, a whole new set of buying criteria is introduced — the technology itself fades into the background and the impact of the technology on business operations becomes critical. This change in buyer behavior, combined with the surging demand for 3rd Platform solutions, is creating a dramatic problem for IT vendors: How do I market and sell in this arena? These new buyers are even more focused on the financial impact of technology. Today, the language has changed, and the emphasis has shifted as technology buyers are more concerned about innovation, agility, and customer experience as drivers of revenue and growth.
Asia/Pacific Channels and Alliances , CMO Advisory Service , Canadian ICT Executive: Business and Technology Perspectives , Canadian IT Advisor , European Channels and Alliances , Executive Information , Infrastructure Channels and Ecosystems , Japan IT Spending Patterns , Japan IT Spending by Vertical Market Segments , Latin America IT Spending Patterns by Company Size 2015 , Mexico: ICT Budget Benchmark in Top Organizations 2015 , Middle East and Africa ICT Spending Database , Software Channels and Ecosystems , United States Black Book: State IT Spending by Vertical , United States IT Budget Benchmarks by Vertical Market , Worldwide Semiannual IT Spending Guide: Line of Business