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
IDC Business Value Portfolio
The 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 the sales cycle. The custom research helps your business fuel digital marketing campaigns by:
Quantifying the Value of Your IT Solution
- Business Value Research
- ROI Analysis
Building Awareness and Engage Buyers
- Executive Summaries
- Business Summary Snap Shots
- Analyst Videos / Webcasts
Communicating Value
- Business Value White Paper
- Infobrief / Infographic
- ROI / Lead Gen Tool
Walking Buyers Through a ROI Validation Process
- Interactive Selling Tools
- Buyer Conversation Guides
- Video Tutorials for Sales
Business Value Case Study
Download Case StudyBusiness Value Overview
Download More InformationContact IDC Custom Solutions
Contact Us NowOur Process
The IDC Business Value-Based Methodology and Approach:
- Focus on business outcome
Develop a message to position your products/services to target the business buyer - Quantify the value of key elements of digital transformation
Develop your unique compelling value story - Elevate the customer experience
Develop assets that reach all buyer personas (IT, LoB Procurement etc) - Automate the sales process
Sales to pivot conversation to business outcomes - Integrate your program
Develop end to end digital programs to exploit assets
How IDC can integrate your Business Value Program from Thought Leadership to Field Enablement
- Third Party Custom Research
Thought Leadership content, Business value content - Lead Campaigns
Social media and content marketing campaigns - Lead Generation Tools
Quick assessment and report for prospects, Marketing leads captured - Inside Sales
Follow up and lead qualification, Guides to campaign pages - Interactive Selling Tools
Sales ‘automate the conversation’, Workshop / events, Partner enablement
Business Value Case Study
Download Case StudyBusiness Value Overview
Download More InformationContact IDC Custom Solutions
Contact Us NowBusiness 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 StudyAbout 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.