Larato asked ICT suppliers to rate how aligned their portfolio was with the needs of prospects. Alarmingly 36% said they were only ‘somewhat’ aligned, and looking at future prospects this fell to 20% ‘somewhat’ and 10% ‘only a little’ aligned.
The market is changing faster than the portfolio, a gap set to grow as more tech companies become quicker at getting products to market. ICT suppliers need to realign their portfolio, clearly identifying the problem they solve and making that their sales destination. And that demands a change in how sales sell.
This #HelpMe guide underlines the importance of suppliers realigning their portfolio and their sales process with the needs and expectations of their prospects.