TECH SUPPLIER Mar 2019 - Market Presentation - Doc # EMEA44915019
Situational Radar for Europe: Sales Enablement Via Top DX Use Cases
This document distills essential information from IDC data for sales, marketing, and product development professionals working for IT suppliers in Europe. It is designed as a quick reference guide with information for starting and facilitating client discussions. It names the five largest use cases, the five fastest-growing use cases, and the main trends for five sectors (retail, manufacturing, transportation, banking, and healthcare), before providing guidance on how to incorporate use cases into sales and marketing assets.
"One thing we have seen again and again is that the most effective IT salespeople can speak to the larger context of why any given solution, tool set, or application is purchased. As we move from transactional business model to partnerships, this will become even more important for cementing lasting business relationships." — Research Manager Mark Yates, IDC CEMA