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 the 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 in the IT buyer environment, new challenges and opportunities have arisen for both marketing and sales.

How buyers have changed

  • 43% more stakeholders are business buyers rather than IT..
  • Consumer driven thinking has increased..
  • Buyers have a digital transformation mindset — what are the business outcomes?.
  • 75% are making long-term decisions and are risk averse..

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 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

Start telling a customer value story. Gain customer trust and show the value of your solution to elevate your brand awareness and positioning.

Read Case Study  about Business Value

About IDC Custom Solutions

As a premier global provider of market intelligence, advisory services, and events for the information technology, telecommunications, and consumer technology markets, IDC’s Custom Solutions group helps clients plan, market, sell and succeed in the global marketplace. We create actionable market intelligence and influential content marketing programs that yield measurable results.

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

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