Title: Winning Public Sector Solutions Contracts in Europe
Author: Michael Longy
Date Published: August 23, 2006
Ref. Number: EVN060323
Pages: 13

This ITSMA Briefing provides data from ITSMA’s latest research into how European customers in the public sector choose solutions. Based on interviews with 60 public sector buyers from Germany, France, and the U.K., the briefing examines a series of critical issues for marketing and selling solutions, including:

  • Who is buying solutions, and how?
  • What are they looking for?
  • How do they choose between suppliers?
  • What can you do to win?
 
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