- Behavioural Risk Management in Trading & Selling
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IT firms are increasing the pressure on profitability growth as solution lifecycles reduce, requiring development costs to be recouped within a shorter time. Consequently, IT sales teams are more likely to have profit based compensation plans rather than being simply revenue driven. The goal is to accelerate solution repeatability whether it is software, hardware or services based and this is where the challenge starts. Most sales teams find it easier to sell a new product to an existing client rather than open new clients for an existing solution which clearly stifles repeatability. So a new relationship between sales and marketing is required if the profitability goal is to be achieved.
IDL is a Thought Leadership analyst providing support to IT firms in achieving a competitive position within target markets or accounts by focusing upon client business policy changes that open new repeatable IT solution sale opportunities.
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IDL produces Thought Leadership papers around the subject of generating Repeatable Solution Sales for IT sales and marketing executives.