As the number of customers wanting to adopt integrated hosted services jumped forty-one per cent last year, it is clear that ICT suppliers will not preserve themselves unless they bolster their ability to properly qualify more sophisticated customers and win more deals. Given a choice, people will stick with what they know and what has worked in the past. Directing sales to bid on deals they can win needs change led from the top.
Against this backdrop of complex customer requirements, Larato's study uncovers concerns about the ability of sales staff to get the measure of new technology. Aligning products and services to the multiple demands of customers remains a challenge to accurately qualifying deals.
Today's ICT market is no place for laggards. Winners will be the pace setters, doers and those willing to embrace change. This #HelpMe guide sheds light on the key findings of Larato's research into what it takes to pinpoint deals you can win, and offers an action plan designed to get you fully up to speed with these rapid industry developments.