IDC Executive Advisory Service,
April 2010

This document covers highlights from IDC’s 2010 Buyer Experience Study including emerging buyer-seller relationship dynamics, key drivers in buyers’ IT purchase decisions and opportunities for sellers to impact buyer relationships and sales cycles.
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IDC Executive Advisory Services,
January 2008

This report qualifies as an “oldie but a goodie” and it’s truth lives in the significant points of misalignment between IT marketing and sales organizations and the prospects and customers they work to reach and influence. It represents thought leadership from across several go-to-market-related practices at IDC and includes commentary from senior IT leaders expressed during an IDC Marketing Operations Board and Sales Leadership Board meetings, at which IDC brought IT marketing and sales executives together to share best practices, review research, and solve common problems.
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