Document Overview

Business Strategy: Western European Government Sector – Industry Value-Oriented IT Buyers vs. Price-Oriented IT Buyers

Authors:	Silvia Piai, Giacomo Laurini
Document #	GIPP03V
Published	January, 2013
Document Type	Business Strategy
Number of Pages	22
Number of Figures	16

Overview

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.