Abstract

This IDC TechBrief discusses the value and benefits of using digital sales rooms. It indicates the benefits, risks, current adoption, and critical success factors associated with this technology.

"B2B buyers are looking more and more like B2C buyers, with similar demands for instant access to information, personalized buying experiences, and faster sales cycles," said Michelle Morgan, research manager for IDC's Sales Technology Applications practice. "Digital sales rooms are a relatively easy way to remove friction from the sales process and are playing an increasingly important role for organizations that want to provide truly customer-centric experiences."

Coverage