Selling IT
The Science of Selling, Buying, and Deal-Making
- 268 pages
- English
- ePUB (mobile friendly)
- Available on iOS & Android
Selling IT
The Science of Selling, Buying, and Deal-Making
About This Book
Information technology (IT) is an essential core of the economy today. Corporations and governments worldwide rely on it to drive their core strategy and develop and execute business models. Amounting to over 3.7 trillion US dollars of worldwide spending, the growing significance of the IT industry in the global economy is now well established. Hence, it is crucial to understand the marketplace within which it exists, and this book presents a systematic analysis of the processes, techniques, and methods involved in IT sales and marketing.
In Selling IT, the book:
- Integrates a large IT provider's selling process with the enterprise user's IT buying process to highlight the nuances of selling, marketing, and developing IT solutions that create value for customers
- Discusses various key concepts such as value-based IT selling, business case for IT acquisition, vendor evaluation and management, account and customer relationship management, customer segmentation, and techniques for customer acquisition and retention
- Analyses the challenges and opportunities involved in selling digital IT and examines the evolution of jobs and careers based on the changed IT landscape
- Includes lesson plans, case studies, and chapter-wise practice questions to support teaching and learning
The book boasts a robust theoretical foundation supported by a clear exposition of concepts and management theories. It will be of benefit to professionals using organisation-mandated selling processes. Young executives with a technology background looking for a sales and marketing career in the IT industry can also effectively use this book. It will also be an essential read for scholars and researchers in B2B marketing, IT consulting, technology sales, and digital transformation.
Frequently asked questions
Information
1
Understanding the IT market
1.1 Learning objectives
- The unique features of business-to-business (B2B) markets and its contrast to business-to-consumer (B2C) markets
- The IT industry landscape and the players in the industry
- Engagement models of the players prevalent in the industry
- An introduction to the concept of IT selling
- The roles of key actors involved in buying and selling of IT.
1.2 Introduction
1.3 B2B markets
Attribute | Business-to-Consumer (B2C) | Business-to-Business (B2B) |
---|---|---|
No. of buyers | Large numbers; highly fragmented | Relatively fewer |
No. of sellers | Relatively larger | Relatively fewer |
Products | Mass-produced | Customised |
Pricing | Fixed price | Negotiated |
Transaction value | Relatively lower and one-time | High-value and likelihood of repeat purchase |
Pre-sales process | Unaided and impacted by advertisement | Detailed evaluation |
Sales process | Brief and focussed on one transaction | Lengthy and complex |
Decision-makers | Individual or family | Multiple decision-makers |
Influencers | Media, family, friends | Company internal personnel, consultants, reference customers |
Value | Price, perception, usability, experience | Business impact |
Demand | Derived | Direct/media-stimulated |
Table of contents
- Cover
- Half Title
- Title
- Copyright
- Dedication
- Contents
- List of figures
- List of tables
- Introduction
- 1 Understanding the IT market
- 2 Business value of IT
- 3 IT project management essentials
- 4 Sales and bid management process
- 5 Buying IT
- 6 Client and account management
- 7 Marketing and sales enablement
- 8 Leading with digital
- 9 Selling cloud to enterprises
- 10 Careers in IT: today and tomorrow
- Razorpay: providing payment convenience to disruptors
- Index