TECH SUPPLIER Mar 2020 - Conference Proceeding: Tech Supplier - Doc # DR2020_GS3_MW

Selling to the Buyer in the Digital Enterprise

By: Meredith WhalenChief Research Officer, IDC


These event proceedings were presented at IDC Directions in March 2020.

As you sell to the new digital enterprise, not only will the C-suite's agenda and priorities be different, so will the buyers and their requirements. Line of business will represent half of the influencers. Millennials will join the ranks of decision makers. And CIOs who transition to the digital enterprises will be acting and evaluating you differently than before. Join IDC Chief Research Officer Meredith Whalen as she helps tech suppliers navigate these new waters. Drawing from IDC's 2020 global CEO and C-suite studies, Whalen will lay out the new tenets for the tech supplier to the digital enterprise. They include:

  • Innovation: Lending your knowledge and experience
  • Trust: Aligning to your client's vision and values
  • Critical thinking: Making sense of complexity
  • Access: Connecting to technologies beyond your own


Subscriptions Covered

Directions 2020: Boston, MA , Directions 2020: Santa Clara, CA , Directions Presentations 2020

Regions Covered

United States

Topics Covered

Digital transformation, Global IT and economic markets


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