Business Strategy: Western European Government Sector – Industry Value-Oriented IT Buyers vs. Price-Oriented IT Buyers
|Authors:||Silvia Piai, Giacomo Laurini|
|Document Type||Business Strategy|
|Number of Pages||22|
|Number of Figures||16|
Western European governments have entered a time of structural volatility that will prompt IT and non-IT executives to look for a better balance between the low cost of ownership of IT solutions at a time of severe budget constraints and the ability to deliver value to business-specific processes and programs. It is in these situations that more detailed segmentations can help ICT suppliers differentiate their go-to-market strategies to gain market share.
"By differentiating between government executives that are more interested in the vendor ability to deliver industry-specific, innovative solutions and government executives that are interested in good-enough, affordable offerings, vendors will be able to tune their value proposition, channel, and sales approaches for cloud, social media, Big Data, and mobile to the problems customers are trying to solve," said Silvia Piai, research manager, IDC EMEA Government Insights.
Big Data, Cloud services, IT Operations and Implementation, IT consulting services, Mobility, Pricing and valuation, Private cloud services, Public cloud services, Social business, Solution services, Systems integration services