Business Value

Is your business struggling to focus your sales team on demonstrating the customer value and ROI of your IT solutions?

The IT Buyer environment has rapidly changed and requires a different marketing and sales approach.

IDC’s Business Value Strategy practice provides financial justification for a vendor’s IT solution, transforming sales focus from product features to customer value. This change in how you conduct your customer dialogue shortens the sales cycle, quickens conversion rates, and increases revenue.

Why is Business Value important?

Due to the rapid changes of the IT Buyer environment, new challenges and opportunities have arisen for both Marketing and Sales.
Buyers have changed
43% more stakeholders are business buyers vs. IT
Consumer driven thinking
DX Mindset – what are the business outcomes?
75% are making long term decisions and are risk adverse
What it means to you
There are multiple customer personas to sell to
More clients require custom solutions
Marketing should focus on business outcomes
Sellers need to demonstrate compelling ROI

IDC Business Value Portfolio

IDC's Business Value practice refocuses your sales team on demonstrating the customer value and ROI of your IT solutions – so you can generate more leads and shorten sales cycle

Our Process

Leverage the IDC Business Value Methodology and Approach

Business Value Case Study

Refocus your sales team on demonstrating the customer value and ROI of your IT solutions so you can generate more leads and shorten the sales cycle.

Download Case Study

About IDC

As a premier global provider of market intelligence, advisory services, and events for the information technology, telecommunications, and consumer technology markets, IDC can help create the content your business needs to get noticed and become the preferred solution for your buyers.

IDC’s Content Marketing Services empowers your technology marketing with global insights, trusted counsel and quality content that helps strengthen your audience engagement and move your prospects and customers along the buying cycle.

At IDC, we believe that research-driven insights and customized content will make your brands, products and services stand out from competition. That’s why we offer integrated, end-to-end content marketing services.

Explore how IDC Business Value demonstrates the customer value and ROI of your IT solutions

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