Introduction
Enterprises consider a number of criteria when selecting an IT solutions provider. The importance of these criteria varies, with some particularly interesting differences by geography. Datamonitor's survey of 200 enterprises outlines the most significant vendor selection criteria, and examines perceptions of business intelligence, security and mobility vendors.
Scope
Assesses the criteria which enterprises consider to be most important when selecting an IT solutions provider.
Highlights the criteria where enterprises' ratings are geographically most marked, in order to improve market understanding.
Recommends effective go-to-market approaches in Western European markets and the US.
Outlines enterprises' perceptions of the leaders in the business intelligence, security and mobility markets.
Highlights
Enterprise IT decision makers consider a number of criteria to be important when selecting an IT solutions provider. With the exception of a vendor's geographical reach and the financing options that it can provide to an enterprise, all of the stated vendor selection criteria are considered to be important.
Despite price being the most important criterion on average in choosing a vendor's solutions, there are some marginal yet significant variations by geography. Spanish and French enterprises are the most attracted to competitively priced solutions, suggesting that vendors should make pricing programs central to their positioning in these markets.
Although financial stability is generally important in most markets, there are some notable differences: the Nordic markets consider a vendor's financial health to be particularly important, while US enterprises display a more relaxed attitude.
Reasons to Purchase
Understand the qualities that will resonate most with your target audience in order to improve your sales engagement.
Gain insight into geographical differences between enterprises in order to tailor your solution positioning.
Learn how enterprises perceive vendor offerings in business intelligence, security and mobility.
Market StudyUnderstanding perceptions of IT vendors (Customer Focus) is a marketing resource from Datamonitor, a leading provider of online data, analytic and forecasting platforms for key vertical sectors. It helps 5,000 of the world's largest companies profit from better, more timely decisions. 