In the CRM game? Well, good news for VARs focused on improving their customer’s sales and marketing efforts. A new report from IDC shows that technology companies are looking to ramp up the cash they spend on improving productivity and efficiency of their sales and marketing orgs. Maybe, you should, too? Channel Insider takes a closer look.
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Sales and Marketing Budgets Surpass IT Spend
IT spending is expected to grow slowly but surely in 2010 at a rate of 3.5%, according to IDC. But sales and marketing spend will outpace IT budgets and grow by almost 5% through 2010. That means resellers focused on the high-tech sector can position their CRM solutions as boosters of efficiency and productivity and reap the benefits of the projected market growth.
Cost of Sales Increasing
Tech execs need to improve processes by focusing on sales enablement, customer intelligence, account planning and pipeline health. "With sales costs increasing, the number of leads necessary to close a deal increasing, and the length of sales cycles increasing, sales organizations will have no choice but to ramp up their productivity to ensure survival," said IDC VP Michael Gerard.
Reorgs on the Horizon
Tech executives are taking a close look at how to better align their sales and marketing organizations to meet their goals. Unfortunately, tech companies have suffered losses because of misalignment. Many plan dramatic reorganization and reporting changes to fix the issue.
Organizational Change
It’s no shocking revelation that organizations have shifted resources to stem the shrinking tide of revenue. IDC says 20% of tech organizations with revenues of more than $1 billion have witnessed "significant" organizational change during the past twelve months. Expect this trend to continue throughout 2010.
Rethink Your Own Strategy
Most resellers don’t focus on marketing to grow their business, instead relying heavily on vendors to shoot them leads and attempting to mine their existing customer bases. Take a cue from customers and rethink your own marketing strategy for this year. You can serve as your own case study to capture new customers.
Intel Technology Provider Program
Intel Technology Provider Program (ITP) helps resellers better understand Intel products which power the technology they sell, and enables value-add services such as remote manageability or anti-theft tracking. Learn More
WindowsForDevices.com
WindowsForDevices.com is the comprehensive news site covering Windows embedded technologies. Visitors get news, technical white papers, opinion columns and extensive directories covering the products and companies in the marketplace. Click Here
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