This IDC Market Perspective explores strategies and tactics for selling software virtually now that it is the primary purchasing method due to the COVID-19 pandemic. IDC's sixth and seventh COVID-19 Impact on IT Spending Surveys (conducted from June 4 to June 15 and from June 22 to July 6, 2020) delve into IT buyer expectations of vendors and key differentiators during the five stages of the virtual buyer journey: exploration, evaluation, purchase, implementation, and management. With organizations ready to buy new software, vendors must effectively educate, engage, sell, and deliver remotely.

"Overall, IT purchase decision makers have high expectations for technology vendors when it comes to virtual selling, with few key areas for differentiation," says Juliana Beauvais, research manager, Enterprise Applications, at IDC. "Software vendors need to promote technology and services capabilities as well as highlight any unique ways in which they are helping customers digitally and remotely evaluate, purchase, and manage enterprise applications."



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