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.
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. Custom research helps your business fuel digital marketing campaigns.
Quantify the Value of Your IT Solution
- Business Value Research
- ROI Analysis
Build Awareness and Engage Buyers
- Executive Summaries
- Business Summary Snapshots
- Analyst Videos / Webcasts
Communicate Value
- Business Value White Paper
- InfoBriefs / Infographics
- ROI / Lead Generation Tool
Walk Buyers Through an 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 UsOur Process
The IDC Business Value-Based methodology and approach:
- Focus on business outcomes.
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, line-of-business procurement, etc.). - Automate the sales process.
Pivot sales conversations to business outcomes. - Integrate your program.
Develop end-to-end digital programs to exploit assets.
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”
- Workshops and events
- Partner enablement
Business Value Case Study
Download Case StudyBusiness Value Overview
Download More InformationContact IDC Custom Solutions
Contact UsBusiness 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 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.