Abstract
This IDC study lays out many of the fundamentals - from IT spending plans to
major deal breakers - in an effort to help prepare vendors for the tumultuous
year ahead. The U.S. economic downturn has created an environment where budget
freezes and cutbacks are a likely scenario. For vendors, this means that they
have to do whatever they can to protect their current business and also find
ways to steal share from competitors.
Within this type of economic environment, a vertical strategy and focus will
serve vendors well. "This means segmenting customers and analyzing the
opportunity by industry, company size, and state - as granular as one can go,"
says Jessica Goepfert, program director, IDC' s U.S. Vertical Research. "Vendors
need to infuse their sales planning and marketing with data and intelligence to
get a leg up on the competition and sell smarter. Talk their language,
understand their pain."
View Cart
