Selling technology services and solutions in 2003 was a constant struggle against buyer hesitation, pricing pressure, offshore competition, and cutbacks in resources for marketing and sales support. Against this backdrop, services sales expenses were up; sales coverage was thinner; and there were not enough leads in the funnel.

By the end of 2003, however, many IT organizations had begun to turn the corner toward more positive growth. As the economy picked up steam, companies increased investment in the support systems required to improve services sales productivity and effectiveness.

Turning the Corner provides in-depth data and analysis of how companies across the technology and professional services industries are managing and measuring their services sales performance for 2004 and beyond.

Based on ITSMA’s annual Sales Performance Study, which collected qualitative and quantitative data from 34 U.S.-based companies, the report is designed to help services marketing, business development, and sales leaders:

• Measure their own sales performance against industry averages and top performers
• Benchmark sales coverage models, training, and sales support practices
• Review best practices in selling IT services and solutions

This report provides detailed data, analysis, and best practices in eight critical areas, including:

The report includes breakouts of the data by market sector (professional services firms, software vendors, network systems vendors, and other) and by size of organization (greater than or less than, $500 million in revenue).

Data and analysis in this report enables companies to compare their own performance to organizations covered in the study. Sales and marketing managers can use the data to help establish realistic improvement goals and to create and justify initiatives that enhance sales performance and drive profitable growth.

This report is available free to companies that participated in the study. Check here to see if your company participated
If your company did participate, select “Member Price” on the order form, and then select option “C” for payment at the bottom of the form. Write “Participating Company” in the text box.
This report is available for sale at member and nonmember prices.
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	Download more information (including table of contents) PDF (346KB)
	Download an Abbreviated Summary
	Download an order form PDF (148KB)
	ITSMA Commentary: Selling Tech Services Getting Harder and Easier
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