About IDC Business Value Buyer Conversation Guides

Leveraging IDC’s extensive research and understanding of IT buyers, these guides prepare your sales teams for high-impact conversations with executive-level decision-makers. By aligning with buyer expectations and priorities, these guides help your sales team engage effectively and present compelling value propositions.

IDC’s Business Value Buyer Conversation Guides provide:

  • High-level executive insights
  • Research-backed content
  • Identification of challenges and alignment with solutions
  • Focus on business outcomes
  • Structured frameworks for impactful conversations

Why opt for a Buyer Conversation Guide?

  • Equip your sales team with a clear understanding of your buyers and their challenges

  • Accelerate the sales cycle with targeted talking points that address buyer needs

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Showcase customer value and ROI

IDC Business Value delivers a powerful, evidence-based view of how technology investments drive organizational success and financial performance.

Generate leads and shorten your sales cycle

Our tailored research and analysis quantify the economic impact of your technology, emphasizing financial benefits, productivity gains, and cost savings.

Through detailed case studies, real-world use cases, and strategic presentations, we help you effectively communicate the value of your technology. Plus, our insights accelerate lead generation and shorten the sales cycle by equipping you with the tools to clearly articulate and prove the value of your solutions to stakeholders.

Our Business Value solutions enable you to demonstrate the clear benefits of your offerings, positioning them as the best investment for your customers by:

  • Eliminate price as a buyer concern
  • Quantify and communicate your solution’s value
  • Train your sales teams on demonstrating ROI

Solutions to help you communicate customer value

Explore evidence-driven resources strategically crafted to overcome buyer resistance, ignite lead generation, and catalyze sales and partnerships.

  • Business Value White Papers

  • Business Value Snapshot Tools

  • Buyer Conversation Guides

“Partnering with IDC really opened our eyes to the value we bring to our customers. Their Business Value tools helped us measure the real impact of our solutions. Those insights have been a game-changer for shaping our own strategy.”

IDC business value supports key roles such as:

  • CFOs: Get detailed Return on Investment (ROI) and Total Cost of Ownership (TCO) models to make informed financial decisions and justify investments.
  • CIOs: Demonstrate the strategic value and impact of your technology on modern business.
  • Sales and Marketing Teams: Communicate the value of technology solutions, address pricing concerns, and demonstrate ROI to customers.
  • IT Managers: Benchmark against industry standards and best practices to align investments with goals.
  • Business Analysts: Gain insights to measure the economic impact of technology solutions and aid in strategic planning.

Showcase the ROI and customer value of your solutions

Generate leads and accelerate new business

You have unique objectives. We have custom solutions.

Custom sales enablement programs to empower sales, value management and customer success teams.

Top priorities:

Need a personal approach? Contact us.

Partner intelligence and tools to help you identify, evaluate and recruit partners.

Top priorities:

Need a personal approach? Contact us.

Leverage trusted trends and data for a powerful go-to-market strategy

IDC’s framework helps you assess the market, better demonstrate customer value, increase qualified lead generation, target new growth opportunities and elevate your brand awareness.

Empower your market intelligence, content marketing, and sales with research-driven tools

Global view. Local expertise.

With more than 1,300 analysts worldwide, IDC offers global, regional, and local expertise on technology and industry opportunities and trends in over 110 countries. Their collective analysis and insight help IT professionals, business executives, and the investment community make fact-based technology decisions and achieve key business objectives.

Learn more about how IDC research and data can support your business.

Research methodologies

At IDC, we recognize our obligation to maintain objectivity, integrity, and independence in all of our research and analysis. Our analysts employ rigorous methodologies to ensure consistency and accuracy across our research products, coverage areas, and geographies.

Tech Buyer methodologies

Our research methodologies empower the Tech Buyer community to make informed decisions that minimize risk and reduce implementation time while staying on top of critical trends. Explore our Tech Buyer research documents below.

Understand business requirements and technology options

Track the adoption of emerging technologies and their projected impact on tech buyer strategies.

IDC Futurescape

Ten Predictions from IDC for the next 5 years to help you identify issues in a three-year planning cycle.

Value: Understand the timeframe and magnitude of technology change and evaluate IT initiatives’ business value.


IDC Market Glance

High level document (30,000-foot level) that captures the key segments in a technology market, and within each category significant companies.

Value: Understand key segments and companies within each, consistently with transparent methodology.


IDC Perspective

A report that focuses on a solution with a situation overview, key takeaways, and recommended actions.

Value: Provide insights and guidance into solutions and challenges faced by tech buyers.


IDC Survey Spotlight

A two-sided PowerPoint capturing key tech buyer related survey data and then providing observations and insights on its application to tech buyers.

Value: Short, concise data and insights to drive decisions and provide a peer perspective.


IDC Techbrief

Outlines of new technologies that provide analysis of benefit, risk, adoption rate and costs.

Value: IDC TechBriefs quickly bring you up to speed on new technologies.


IDC TechScape

Classifications of emerging technologies by their impact and peak adoption timeframe.

Value: IDC TechScapes help you mitigate risk in new technologies adoption by helping you align strategy and risk tolerance.


Create strategy for technology initiative

Assess organizational maturity and readiness for technology initiatives with guidance on business cases and IT investments.

IDC MaturityScape

Roadmap of 3-5 dimensions / maturity levels for technologies and targets for maintaining competitiveness or achieving industry superiority.

Value: Provides a framework for technology strategies and identifies elements to address while aligning them to business goals.


IDC MaturityScape Benchmark

Objectively compares peer classes and classifies emerging technologies by their impact and peak adoption timeframe.

Value: Benchmarks help you compare where you are relative to peers, making it easier to build a consensus around technology priorities.


IDC Planning Guides

Aggregation of multiple research reports into a guide to help organizations delivery technology.

Value: Curates and connects research report to create a holistic approach to a solution.


IDC PlanScape

Outlines of new technologies that define approaches, key players, benefits, risks, timelines, resources, and likely business outcomes.

Value: Helps you architect and prepare the case for technology initiatives that are aligned with business goals, scoped to succeed, and properly resourced.


IDC Tech Buyer Presentation

A presentation discussing a technology or solution accompanied by supporting data.

Value: Easily digestible and reusable insights, observations, and data to provide organizations with a quick understanding of a subject and drive action.


Implement a technology initiative and optimize

Examine how tech buyer organizations are implementing technology initiatives with insight into use cases and best practices.

IDC Innovator

Presents suppliers using innovative technologies, approaches, or business models.

Value: Speed vetting of suppliers by singling out the most innovative practices and vendors.


IDC Marketscape

An unbiased consistent methodology to assess technology supplier offerings and strategy.

Value: Assessing vendors with a consistent transparent methodology speeds time to a short list and mitigates risks.


IDC PeerScape

An IDC PeerScape identifies peer business practices to emulate or avoid.

Value: Allows you to focus on practices with the most impact on success, driving business value.


IDC Productscape

Compares stated features of products in a category.

Value: Reduces effort in assessing technology vendor fit to organizational requirements.

 


Tech Supplier methodologies

IDC’s unique research model captures the nuances of local and regional markets while adhering to a consistent set of methodologies that strengthen and differentiate our global coverage. Explore our Tech Supplier research documents below.

Identify technology trends and market opportunities

Optimize decision making with insights into technology trends, buyer intention, market size, and competitive landscape.

IDC Survey

Survey-driven analysis of technology, business, and market trends.

Provides technology suppliers with survey-based insights and actionable advice to better inform decision making.


IDC Survey Spotlight

Succinct, data-driven insight and analysis of technology and business trends.

Helps inform and improve tech supplier planning by providing critical and timely insights into technology and business trends.


Market Analysis Perspective (MAP)

Concise technology market views complemented by analyst insight into the impact of future trends.

Helps tech suppliers better:

  • Assess market opportunities
  • Identify competitive landscapes
  • Optimize go-to-market strategies
  • Define market strategies and road maps
  • Analyze leading market indicators

Market Forecast

Forecast of a single market or group of related markets.

Helps tech suppliers identify future opportunities and build growth plans by providing insight into:

  • Market size
  • Market drivers
  • leading market indicators

Market Presentation

Content that may have been delivered at public forums, such as conferences and events, or for client presentations.

Insights into tech buyer strategy planning and technology initiatives.


Taxonomy

Taxonomy that identifies industry terms and tracks, segments, and forecasts technology markets.

Helps tech suppliers identify opportunities and refine strategies by providing a comprehensive view of a technology marketplace.


Understand the competitive landscape

Improve competitive position with detailed insight into market share and competitive positioning.

IDC Market Glance

View of tech market landscapes that include competitive positioning, adjacent segments, and potential partner opportunities.

Helps technology suppliers assess market opportunities and identify where their organizations fit into the competitive landscape.


Market Share

Market size, regional allocations, platform split, and summaries of vendor shares for the recently completed period.

Helps technology suppliers analyze competitors and promote market leadership.


Technology Assessment

Analysis of an emerging or established technology.

Insight into the potential impact of emerging or established technologies on products and markets.


Vendor Profile

In-depth analysis of a single company, a group of companies, or a company division focused on a particular market.

Provides tech suppliers with insight into other companies’ product or service offerings, go-to-market strategies, business performance, market positioning, and future opportunities and challenges.


Track and react to evolving market trends

Stay on top of technology and industry developments to continually refine market strategies.

IDC Link & IDC Blink

IDC Links offer timely insight into important market trends and events in a short opinion piece.

IDC Blinks offer shorter written content, accompanied by a two-minute analyst audio opinion.

Helps tech suppliers adjust and refine business decisions based on IDC’s analysis of product and financial announcements, mergers and acquisitions, and other impactful events.


Market Note

Analysis of an industry event, new product or service, company announcement, development or fast breaking news.

Helps tech suppliers anticipate and plan for the business and market impacts of industry developments.


Market Perspective

Analysis of key market developments.

Provides tech suppliers with insight into key issues and topics, including:

  • Competitive environments
  • New business models
  • Partner and channel strategy
  • Innovation and market opportunity
  • Enterprise strategies
  • Regulation
  • Socioeconomics

Do you have more questions about what IDC can do for you?

IDC leadership

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Crawford Del Prete

President of IDC since February 2019. Prior to his current role, he served as IDC’s Chief Operating Officer.

Management team

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Matt Eastwood

SVP, WW Research

Matt Eastwood is Senior Vice President of IDC’s enterprise infrastructure, cloud, telecom, security, developers, channels and enabling technology research groups….

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Lars Goransson

Managing Director, IDC Canada & LATAM

Lars Goransson is responsible for IDC’s Canadian operation as Managing Director. IDC Canada’s product and services offerings provide the Canadian…

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Shunsuke Murahashi

Managing Director, IDC Japan

Shunsuke Murahashi was appointed Managing Director for IDC Japan in June 2022. Shunsuke has responsibilities for providing guidance and contributing…

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Bob Parker

SVP, WW Research

Bob Parker is a Senior Vice President responsible for several areas of research at IDC. He leads the global industry…

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Eric Prothero

Senior Vice President, Data & Analytics

Eric Prothero is IDC’s SVP of Data & Analytics and a member of IDC’s senior management team. He is responsible…

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Jonathan Share

Senior Vice President, Worldwide Custom Solutions

As Senior Vice President of Custom Solutions, Jonathan Share leads the IDC global business unit providing clients with influential content…

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Rick Villars

Group Vice President, Worldwide Research

Rick Villars is Group Vice President, Worldwide Research. As part of the management team, he is the chief analyst guiding…

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Meredith Whalen

Chief Research & Data Officer

As IDC’s Chief Research & Data Officer, Meredith Whalen sets the strategic vision for IDC’s global research and data solutions,…

Learn more about how IDC can help with your mission-critical priorities.

European Customer Success

Customer success is at the core of IDC's relationship with our customers.

IDC’s European Customer Success Team strives to gain deep understanding of our customers’ business and their mission-critical priorities with the ultimate goal of helping our clients to achieve their business objectives.

  • In practice, the support includes facilitating meaningful engagement with IDC analysts and helping clients derive value from IDC research.

  • The knowledgeable, highly experienced and friendly team delivers consistent experience with every interaction.

Meet the Team

Ashraaful Haque

Manager, Customer Success, Europe

I am a customer service manager at IDC Europe with over 10 years’ experience working with large and small vendors, end users, investment banks and consultancies. With a bachelors degree and master’s in marketing, my passion is helping client groups utilise services and promote content that helps them to make business decisions. In my spare time I am a fitness advocate with a keen interest in playing football and tennis and carry a passion for warm weather travel.

Jacqueline Karibo

Manager, Customer Success, Europe

I have over 10 years’ experience in customer success strategies and meeting client needs across variozus industries. Having worked with IDC’s major clients since 2017, I support clients across Europe using my language skills in Danish and French to provide a customised approach. When not being a champion of customer success at IDC, you can find me travelling to tropical destinations.

Paul Richards

Senior Customer Success Manager, Europe

I have 20 years’ experience in client services in the IT research and advisory service sector. My broad scope of understanding tech coverage helps to match key client issues and questions to IDC research coverage areas.

My study for BA Hon. in European languages (German) included six months living and working in Austria. Most recently my appreciation of a broad range of musical genres inspired me to start learning acoustic guitar.

Monsur Ahmed

Customer Success Manager, Europe

Monsur has a MBA in Human Resources that followed a bachelor’s degree in business management, but joined IDC to pursue his keen interest in technology and desire to work with technology vendors.

Previously Monsur worked in a client facing role at eBay with the buyer protection program and as a Customer Success Lead at City Transfers UK Ltd. His hobbies are collecting films and music and reading. He is interested in and follows UK and international politics and current affairs and has volunteered with his MP in the constituency and House of Commons.

Let IDC's European Customer Success Team help you

Are you ready to make a difference?

Join IDC professionals and work with the best in the industry.

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As the world’s leading provider of technology intelligence, industry analysis, market data, and strategic and tactical guidance, we can’t afford to wait for things to happen. That’s why our people are the industry’s most forward thinking.

Sharpen your talents and work with the best in the industry

A career at IDC enables you to sharpen your talents, working with some of the most recognized professionals in the industry. Come join our team of intelligent, collaborative and passionate individuals, just like you. Learn more about our culture and why IDC is a great place to work.

Our greatest assets are our people

IDC cares about its employees and the community, and we are dedicated to making IDC a rewarding experience for everyone who joins our team. Words our employees most frequently use to describe working at IDC include Innovative, Friendly, Entrepreneurial, and Supportive.

Internship Program

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Reward & Recognition Program

IDC’s Reward and Recognition Program has been designed as a comprehensive reward system with the aim of reaching all of IDC’s diverse workforce.

Mentor Program

The IDC Mentor Program is one way IDC supports collaboration, professional development and sharing of best practices for our employees.

Training and Development

IDC believes in investing in our employees through ongoing education. Although IDC offers analyst and sales training, the majority of our training programs are coordinated by IDG, our parent company…

IDC Cares

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Values

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Committed to employees and their family

IDC’s benefit package reflects our commitment to our employees and their families, and is designed to enhance both career and life. Effective date of hire, the plans are comprehensive and flexible, recognizing individual choice to meet unique needs. The information included is a summary of the benefits available.

Health

IDC offers employees a healthcare program that protects them with sound medical, dental, vision, and prescription benefits. This coverage is designed to provide protection for employees and their dependents when care is needed. Healthcare choices include PPO options as well as an HMO option, depending on the employee’s state of residence.

Flexible Spending Account

A Flexible Spending Account (FSA) is an account to which employees may contribute pre-tax dollars to pay for medical and/or dependent care expenses that are not covered under the provisions of the current benefit plan. IDC offers 3 types of accounts: Medical, Limited Purpose, and Dependent Care.

Leaves of Absence & Disability

IDC understands that events occur in employees’ lives that require them to be away from work for a period of time – sometimes unexpectedly. To that end, we offer comprehensive leave of absence and disability programs to protect our employees, both medically and financially, in the event a leave is required.

Life Insurance

IDC offers our employees a comprehensive life insurance program to protect their financial resources and their families…

Retirement Plans

IDC helps our employees plan for a financially secure future and retirement through a 401(k) Plan.

Paid Time Off & Holidays

Everyone could use a little rest and relaxation. Our employees work hard so we give them what they need through our generous vacation and holiday schedule.

Work/Life Balance

IDC provides work/life balance programs for the health and well-being of our employees and their dependents. The programs are free and are designed to help employees balance the many demands of their work and personal lives.

Perks @ Work

It’s the little extras that make a big difference. IDC offers our employees many benefits that take them the extra mile. The benefits listed are dependent on work location.

What our employees say

IDC is people-centric, which explains why a large percentage of our employees have been employed with IDC for 10 years or more. Our culture promotes engagement across the business at all levels, and we value our employees. Each individual at IDC plays a critical role in our success. Click below to hear what some of our employees have to say:

Ramon Llamas

Research Director

What has been the most unique experience or day you’ve had at IDC?

Presenting at Directions. It’s a lot more than just going up on stage and talking through 15 – 20 slides in 35 minutes. The preparation, rehearsal, and delivery all take on a life of their own the closer we get to Directions, and everything gets magnified 100x when you’re on the main stage. I’ll say this much though: it’s also one of the most thrilling experiences I’ve had.

If you had to describe IDC in three words, which would you choose?

I’m going to go with three phrases: Forward-thinking, Sound expertise, Insightful analysis.

Jitesh Ubrani

Research Manager

What has helped make you successful at IDC?

A great set of colleagues with varied backgrounds, each being highly supportive and inspiring.

What is your favorite part of your job?

The perfect mix of autonomy and teamwork. It’s rare to have such an opportunity at any other job.

Eric Newmark

Group Vice President/General Manager

What do you enjoy most about working at IDC?

I am an entrepreneur at heart, and unlike many companies that dictate a narrow path for employees to follow, IDC both encourages and rewards out-of-the-box thinking and entrepreneurism as a key attribute of analyst success.

What qualities do you think it takes to be successful at IDC?

People that succeed at IDC are highly self-motivated, well organized, out-of-the-box thinkers, who appreciate teamwork, have an innate love for technology, and are not afraid to wear several different business ‘hats’ simultaneously.

Kim Schuberthan

Director, Enterprise and Industry Customer Success

What do you enjoy most about working at IDC?

There are many great things about working at IDC. First and foremost is the ability to learn something new. With the world of technology constantly changing, every day is a learning experience. I feel extremely fortunate to work with amazing people, both colleagues and IDC clients as well.

What is your favorite part of your job?

In this role, there are no two days that are exactly the same. Each day I am faced with a new challenge or opportunity to learn and grow from. That is the favorite part of my job, in addition to the wonderful clients and colleagues that I work with each day!

Lidice Fernandez

VP, WW Enterprise Computing Trackers and Americas Data & Analytics

What do you enjoy most about working at IDC?

The people!! It is amazing to be able to work with so many talented analysts and learn from them, as well as the opportunity to work with the companies that are shaping the IT world.

What qualities do you think it takes to be successful at IDC?

Willingness to learn, organization, respect to others, and team work are key to be successful at IDC.

Suzanne Denton

Sales Operations Manager

If you had to describe IDC in 3 words, which would you choose?

Entrepreneurial, Imaginative, Stimulating

What has helped make you successful at IDC?

IDC offers many opportunities for career development. I was lucky enough to be selected for the Mentor Program during my first year of employment. IDC matches you up with someone in a different department, which is a great way to learn about other aspects of the IDC business that you may not be aware of. I was lucky enough to be partnered with a wonderful mentor, and she continues to be a key part of my daily life at IDC, for guidance and as a sounding board for new ideas, even after 10+ years.

IDC is an equal opportunity employer

Applicants and employees are considered for positions and are evaluated without regard to mental or physical disability, handicap, race, color, religion, gender, gender identity and expression, ancestry, national origin, age, genetic information, military or veteran status, sexual orientation, marital status or other categories protected by law. IDC participates in E-Verify. We will provide the Social Security Administration information from each new employee’s I-9 to confirm work authorization.

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If you have a medical condition or disability and need a reasonable accommodation for any part of the employment process, call 508-935-4441 and leave a message describing the nature of your request and providing your contact information. IDC will only respond to inquiries concerning a request for reasonable accommodation from individuals who are unable to complete our online application. Please direct all other employment related questions to IDC Human Resources staffing team at 508-935-4099.

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Helping customers achieve positive business outcomes

The combined power of IDC’s tenured market experts and proprietary data has facilitated customer growth for 60 years.

Changing the way the world thinks about the effects of technology on business and society.

International Data Corporation (IDC) is the premier global market intelligence, data, and events provider for the information technology, telecommunications, and consumer technology markets.

With more than 1,300 analysts worldwide, IDC offers global, regional, and local expertise on technology and industry opportunities and trends in over 110 countries. IDC’s analysis and insight help IT professionals, business executives, and the investment community make fact-based technology decisions and achieve their key business objectives.

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Our vendor, buyer, and Wall Street customers trust IDC to provide a holistic view of the ICT market around the world.

I've been in Analyst Relations for nearly 20 years. IDC has outstanding research and its analysts are the best in the business. They are incredibly sharp but also super easy to work with and super easy to understand.

Senior Lead Analyst Relations Manager, Enterprise Tech Vendor

IDC is our trusted third-party data provider.

IDC is just so much easier to do business with than other major research and advisory firms and delivers solid value for the investment.

Director of Analyst Relations, Emerging Tech Vendor

IDC is a good partner to work with. They understand our business, are collaborative and their research coverage aligns well with the areas that we are most interested in. They have a lot of data that is updated regularly and backed by solid assumptions, methodology and analysts that cover most geos, industries, and tech segments.

Research Manager,,Enterprise Tech Vendor

IDC is one of my top go-to technology market research sources of all time.

Market Intelligence Director, Enterprise Tech Vendor

IDC is arguably the most interactive, supportive analyst firm out there. And, I appreciate the breadth of research, analyst expertise, and go-to-market deliverables they offer.

Director of Analyst Relations, Enterprise Tech Vendor

Easy to digest and insightful reports with the right data points to help customers make decisions about technology services.

Business Development Manager, Large Enterprise

IDC is and has always been a key opinion leader in technology research.

Leader, Emerging Tech Vendor

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Globální firma, osobní přístup

I když pracujeme pro ty největší globální IT hráče, udržujeme si neformální pracovní prostředí. Nabízíme stabilitu a zázemí velké společnosti, která umí vyjít vstříc individuálním potřebám každého člena týmu.

Jak to vnímají naši lidé?

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Marek

Application Development Manager

“IDC se snaží své lidi posouvat a dávat jim nové goals, což je hodně důležité. Líbí se mi, že se…
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Radim

Application Development Manager

“Co tady mám skutečně rád? To je hlavně atmosféra a lidi, se kterýma pracuju – všichni táhneme za jeden provaz….
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Narine

QA Engineer

“Stačilo první kolo pohovoru, abych věděla, že bych určitě chtěla být součástí IDC. Druhé kolo mi jen utvrdilo v mém…
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Radek

Sr. Application Developer

“Je skvělé, že si tu nemusím říkat o pravidelné přidání platu, a že nás firma podporuje i v osobním růstu….

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