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About IDC Sales Mastery Classes

IDC Sales Mastery Classes are persona and industry-specific. IDC Analysts and consultants deliver an interactive master class taking sales on a journey from high level macro trends through to the role of your technology and how to engage with key C-level personas in the topic.

Why Choose a Sales Mastery Class?

  • Aligns your sales force on best practices and value proposition

  • Virtual sessions can attract several thousands of sales, marketing, value management and internal stakeholders

  • Can be hosted on your LMS for up to 12 months

  • Outcome and task-based actions, with account planning frameworks to take learnings to the field immediately

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About IDC Sales Education Workshops

IDC’s sales education workshops are run by IDC senior Analysts and offer account teams and sales managers an interactive forum to better understand market drivers and the key challenges faced by end users.

Why Choose a Sales Education Workshop?

  • Relevant trends impacting your market or industry

  • Custom recommendations for guiding sales conversations

  • Competitive insight

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About IDC Digital Coaching

Live online sales training workshop, or digital coaching, are conducted by expert IDC CSPs covering critical or trending technology and/or industry topics. These digital coaching sessions are designed to help your sales team and/or partners understand relevant trends, buyer needs, and industry nuances.

Why Choose a Digital Coaching?

  • Gain the critical understanding of the buyer’s perspective that sales teams need

  • Learn opportunity identification questions and key talking points

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Build new sales skills and shorten your sales cycle

Engage prospects and create a compelling buyer experience with relevant sales conversations focused on business outcomes.

Empower your sales force

To capture today’s buyers, sales and marketing buyer engagement strategies must be aligned. IDC’s Sales Enablement practice empowers organizations to sell more effectively and helps connect and align your marketing and sales efforts.

We help you:

  • Facilitate persuasive sales conversations with buyers and C-level executives
  • Align digital marketing conversations with interpersonal sales conversations
  • Educate sellers on the market, buyer personas and business challenges
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Build a value-based sales enablement strategy

Every sales conversation needs to be relevant to your buyers’ needs.

Evaluating Sales Tools: The Pros and Cons for Sales Enablement Leaders

Enable the full potential of your sales team with our in-depth exploration of key sales enablement tools in our latest blog post. Dive into the world of master classes, digital coaching, sales playbooks, and buyer conversation guides, gaining valuable insights to make informed decisions for optimal sales performance.

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Empower your sales conversations to engage today's buyers

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About IDC’s Partner Shortlist With Profiles

Our enhanced solution takes precision to the next level for discerning B2B tech marketing executives. Beyond the Partner Shortlist, this product offers a deeper layer of insight by incorporating tailored profiles for each recommended partner. This sophisticated addition goes beyond by providing critical information sourced from our analysts.

From SWOT analyses and synergies with vendors to organizational size, market share, and distribution channels—the Partner Shortlist with Profiles ensures that you not only have a curated list but also a comprehensive understanding of each potential partner’s landscape.

Why Choose IDC’s Partner Shortlist With Profiles?

  • Inform your channel partner go-to-market strategies, and identify, evaluate and select partners

  • Receive a tailored list of motivated partners that directly aligns with your partnering strategies

  • Effortlessly gain competitive insights by identifying potential collaborators’ current partners

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About Partner Shortlist

Our partner shortlist is an invaluable tool for B2B tech marketing executives seeking to optimize their channel strategy. This sophisticated solution streamlines the partner selection process by providing a meticulously curated list of the most pertinent and impactful channel partners tailored to your specific business requirements.

The Partner Shortlist, which includes Analyst rationale and consultation, is designed to align seamlessly with your strategic objectives. More than just a list, it stands as a strategic asset, refining and elevating your channel strategy to achieve unparalleled marketing success.

Why Choose IDC’s Partner Shortlist?

  • Inform your channel partner go-to-market strategies, and identify, evaluate and select partners

  • Data structured by demographics, technologies, sectors, industries served and more

  • A meaningful and manageable set of partner candidates compiled by IDC Analysts

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Improve your partner influence and investment

Through IDC’s Partnering practice, we work with you to identify, evaluate and recruit partners.

Actionable partner intelligence, competitive channel insights and tools

Our team provides actionable partner intelligence, competitive channel insights, and tools to help you manage successful partnering programs. The goal is to improve influence with partners and maximize the return on business partnering investment.

We help you:

  • Identify channel partners in your segments that will help you achieve sales objectives
  • Set up a framework to evaluate the best channel partners for your goals
  • Optimize your partner marketing strategy for enhanced effectiveness, driving increased revenue
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Pinpoint the right channel partners for your business

Unleash unprecedented growth and accelerate your go-to-market strategy

  • Partner Shortlist

  • Partner Shortlist with Profiles

Create high impact partner marketing programs

We help clients with a proven partner methodology and approach.

  • Optimal targeting

    • Define Best Partners
    • Provide Partner Data
    • Prioritize and Short List Partners

  • Faster to market

    • Improve Recruitment Rates
    • Save time with Mature Partners
    • Shorten Sales Cycle

  • Measurable results

    • Increase Revenue
    • Reduce Costs
    • Competitive Insights

Your trusted path to driving business growth

Elevate your partner marketing strategy by crafting a thriving partner ecosystem that starts with precise partner network data, guiding you in the strategic selection and organization of optimal channel partners. Watch collaboration unfold seamlessly, cultivating sustainable growth for your business.

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Data: Operational Advantage or Strategic Imperative

Technology suppliers need accurate market data to help them size and analyze markets, identify and capitalize on sales opportunities, evaluate partnerships and alliances, and hone operational best practices.

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Improve your influence with partners and maximize return on your partnering investment

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Compelling, flexible content with analyst insights

Licensed or customized content helps free your time and fills your calendars with thought leadership content filled with analyst insights.

Build campaigns that trigger a response

Our team works with you to define relevant success metrics and then build your campaigns with research-based content your buyers are looking for.

We help you:

  • Develop compelling digital content that engages your audience
  • Drive traffic and qualified leads
  • Provide instant validation through IDC’s worldwide market intelligence
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Licensed and customized content approach

Marketing content that integrates with your digital marketing campaigns

  • Licensed content

    Digital distribution rights for an existing published IDC document or excerpt provide you with a license to share the research with your target audience.

  • Customized content

    IDC White Paper or Spotlight, pulls from IDC’s published research, and combines it with customized insight and commentary from an IDC analyst.

The New Content Landscape: A Guide for B2B Marketers

B2B marketers know that the number of buyers in one transaction continues to grow. But if you think those buyers are still going through the funnel in a linear journey, you need to read our latest article about the new content landscape.

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Empower your content marketing with research-driven options

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Unlocking a Vertical's Full Potential

How a leading cybersecurity vendor equipped their sales organization to engage financial services Line-of-Business (LOB) leaders

The Situation

A leading cybersecurity vendor identified the financial services industry as one of its critical verticals for business growth, spanning opportunities in banking to payments.

To reach and connect with this market, this vendor’s sales and marketing organization and its partners needed a deeper domain knowledge to speak their language and trigger conversions with non-IT decision-makers, particularly line of business (LOB) leaders who run these institutions’ day-to-day operations.

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  • The Solution

    IDC designed and delivered a multi-module interactive workshop session that educated the vendor and its partners on:

    1. Key Banking Trends in Asia Pacific;
    2. Key Technology Spending and linkages to open banking, containers, and cloud computing;
    3. Value Proposition, specifically:
      • What are the implications of these trends and technology spending to the vendor?
      • How can they use this to frame their value proposition?

  • The Result

    The vendor valued the practical and actionable insights gained from the workshop — using industry trends and spending data and leveraging the vendor’s industry standing versus the competition to create their value proposition for every target account. The workshop has led to multiple marketing campaigns ranging from thought leadership pieces and custom events for the financial services vertical.

Need accurate market intelligence to help with strategic planning or market share growth?

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Redesigning a Better Service Delivery Experience for Public Healthcare Customers

How a global leader in IT services tapped IDC for an unbiased third-party satisfaction survey

The Situation

To further establish its reputation in the public healthcare sector, a global leader in IT products and services wanted an unbiased third-party to validate through a Customer Satisfaction Survey that its service delivery is on par, if not better, than other regional IT services providers.

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The Solution

IDC designed and conducted an end-user survey of all healthcare centers in the country where the client’s IT services are deployed. The survey covered an assessment of all IT service dimensions and attributes.

The Results

  • The study highlighted the healthcare centers’ satisfaction levels and identified the gaps in service delivery when presented across a year-on-year comparison.

  • The study also helped prioritize the areas for improvement and enabled the IT services provider to develop a sound action plan to improve the overall user experience.

  • The study guided the vendor in the overall redesign of its current user experience by managing and fulfilling stakeholders’ different needs and requirements across all healthcare centers.

Want to understand the buying patterns, purchase drivers and influence customer behavior across various industries and geographies?

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