362b23b8_ports___Innovation_Observatory__Details
[Title] Selling ICT Products and Services to Business: Better Market Segmentation [Date Published] January 2013 [Price] GBP495* [Contact us to buy] Contact Innovation Observatory to buy: +44 1480 309341 or email us [Details] 
As more ICT product and service vendors structure their sales teams around vertical market sectors, put in place channel strategies to address customers on the basis of size, and start wondering about ‘big data’ and analytics, this report examines a better way of looking at the market so products and services can be optimally packaged and sold. Based on a survey of UK business buyers of ICT products and services, the report presents an ICT maturity model and shows how effective ICT maturity is at predicting use and future use of a range of 14 ICT products and services. It gives guidance for how companies can use the maturity concept within their own customer databases, and to help improve the accuracy of market sizing and forecasting.
Reports | Innovation Observatory
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