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.