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Customers today want the highest value services.and a lower price. They
want solutions immediately.and a year to decide. They want trusted advisors.and
will jump ship tomorrow for a better deal.
Sorting through the we-want-it-all mentality of a buyer's market is essential
for creating successful marketing messages and campaigns. This briefing
presents ITSMA's latest data on how the buying process has changed and
what customers today value most when evaluating providers of IT services
and solutions. Developed by Julie Schwartz, ITSMA's vice president of
research, the briefing includes findings from ITSMA's recent "How Customers
Choose" survey with buyers in a variety of market segments and from an
extensive series of in-depth interviews with CIOs from large enterprises.
The briefing highlights such issues as differences among buyers in different
size companies and different vertical markets, brand-sensitive versus
price-sensitive buyers, changes in the buying process, customer openness
to new vendors, and customers' top requirements for successful relationships
with IT services vendors.
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